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Job CategoryBusiness Value Services Group
This is a unique opportunity to join a team, representing a blend of frontline commercial execution and long-term strategic thinking.
Salesforce Business Value Services (BVS) is c losely aligned with the North America Sales organization, directly supporting sales pursuits within our top accounts. You will be responsible for a team that directly engages with customer executive teams, helping articulate the strategic and financial impact that our platform can deliver to their organizations. Ultimately, you and your team will develop C-level account strategies, value propositions and success metrics, investment justifications, deal structures and commercial proposals for our most strategic customers. You will also act as a trusted advisor to your regional sales management, providing guidance on account and negotiation strategies, helping prioritize sales pursuits and identify new opportunities.
We are looking for highly passionate, driven and inquisitive individuals who can effectively communicate how our solutions can help our customers transform their businesses and support their strategic objectives.
What you will be doing
People Leadership: Support long term employee success with a focus on coaching, development, and building a high performance team, including hiring and retaining talent.
Customer Success: Support enterprise accounts across all steps in the customer lifecycle, from strategic alignment, project justification, and commercial proposals to measuring the realized value of targeted business outcomes
Sales Partnership: Work closely with internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
Orchestration : Facilitate internal and external workshops to discover customers' current and future business capabilities with the goal of identifying, prioritizing and measuring key business value drivers (metrics)
Deal Negotiation: Assist in the development and delivery of commercial proposals and deal structures, and share insights with senior sales management to help develop and execute negotiation strategies
Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle
Process Improvement : Manage and/or sponsor initiatives across BVS teams to strengthen the execution and capabilities of our organization.
Organizational Impact: Execute Salesforce cross-functional programs to improve our customers’ experience and enable our customers’ success.
What we are looking for
Experience leading, coaching and developing people
Demonstration of change management and process improvement capabilities
10+ years of professional experience, ideally in consultative and strategic customer-facing roles
Results-oriented, strategic thinker that enjoys helping customers "cross the chasm" from current state to future state
Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections
Experience with quantitative analysis and financial modeling
Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly
Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams and other key partners
A candid communicator with the ability to have courageous conversations
Experience in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals preferred
Familiarity with technology and/or enterprise software preferred
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