Salesforce

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Job Category Business Value Services Group

Job Details
Team This is an outstanding opportunity to join a team, representing a blend of frontline commercial execution and long-term critical thinking. Salesforce Business Value Services (BVS) team is closely 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 to articulate the strategic and financial impact that our platform can deliver to their organizations. Ultimately, you will develop C-level account strategies, business cases, value propositions and success metrics, investment justifications, deal structures and commercial proposals for our clients. You will collaborate with our sales teams by providing guidance on account 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

Client Consulting: Support Pharmaceutical and/or Medical Technology 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 our 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)
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 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

What we are looking for

Experience within the Pharma and/or Med Tech industries
Expertise in building and presenting compelling business cases to executive and c-level clients
Prior experience in consultative and strategic customer-facing roles
Expertise in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals
Strong analytical and problem solving skills, including the ability to derive meaningful insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections
Skilled in 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
Results-oriented, strategic thinker that enjoys helping customers “cross the chasm” from current state to future state

Preferred Qualifications

10+ years of professional experience
MBA
Familiarity with technology and/or enterprise software

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.
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 Salesfore.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.

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.