Senior Director, Business Value Services

Salesforce
San Francisco, CA
30+ days ago
Salesforce
Salesforce
salesforce.com

Job Description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Business Value Services Group

Job Details

Team

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

  • MBA preferred

  • Familiarity with technology and/or enterprise software preferred

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org .

Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

Source

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