Business Value Services Manager

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Job CategoryBusiness Value Services GroupJob DetailsAbout SalesforceSalesforce pioneered the idea of CRM software in the cloud in 1999, creating a whole new economy. Today, Salesforce is helping over 150,000 companies, and millions of careers, grow like never before. Salesforce’s technologies help companies revolutionize the way they sell, service, market and innovate - and become customer companies. Our tight-knit ecosystem creates and transforms our culture, our customers, and our communities. It drives forth our core values – trust, customer success, innovation and equality – that make us who we are. Come join a company that is not only one of the fastest growing, but one that was also named the "Most Innovative Company in the World" (Forbes Magazine) and one of the "Best Places to Work" (Fortune).TeamThis 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. Your primary focus will be to directly engage with customer executive teams, helping articulate the strategic and financial impact that our platform can deliver to their organizations. Ultimately, you will develop C-level account strategies, value propositions, investment justifications, deal structures and commercial proposals for our most strategic customers. You will also act as a trusted advisor to your regional sales leadership, providing guidance on account and negotiation strategies, helping prioritize sales pursuits and identify new opportunities.

We are looking for highly passionate 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

• Customer Success: Support customer 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 processes with the goal of identifying, prioritizing and measuring key business value drivers (metrics)
• Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
• Deal Negotiation: Assist in the development and delivery of commercial proposals and deal structures, and share insights with sales leadership 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

What we are looking for

• 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 running initiatives and handling conflicting demands creatively and quickly
• Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teamsand other key partners
• 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
  

We are an equal opportunity employer and greatly value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender identity, sexual orientation, age, marital status, veteran status, or disability status.

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