Salesforce

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Job Category Business Value Services Group

Job Details
Salesforce Business Value Services (BVS) is closely aligned with the North America Sales organization, directly supporting sales pursuits within our Communications and Media (C&M ) 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 aligned sales leaders, providing guidance on account and negotiation strategies, helping prioritize sales pursuits and identifying 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. Responsibilities

Client Consulting: Support 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: Collaborate with your aligned sales leader to prioritize BVS resource investment, field enablement, and support for other initiatives and programs; set the direction for the BVS practice in your territory.
Orchestration: Help 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 and 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.
Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
Thought Leadership and Enablement: Drive creation of new tools, templates, and value perspectives on business case and proposal methodologies specific to our supported industries, create and deliver enablement both for BVS and for the broader Distribution ecosystem.

Minimum Qualifications

5-10 years of professional experience, ideally in consultative and strategic customer-facing roles in a dynamic environment
Expertise in account strategy support, and development and execution of value hypotheses, value engineering, business cases, and commercial proposals
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

Preferred Qualifications

MBA
Familiarity with enterprise technology and/or software
A candid communicator with the ability to have courageous conversations

About Salesforce Founded in 1999, Salesforce is the global leader in Customer Relationship Management (CRM). Companies of every size and industry are using Salesforce to transform their businesses, across sales, service, marketing, commerce, and more by connecting with customers in a whole new way. We harness technologies that can revolutionize companies, careers, and, hopefully, our world. Salesforce is built on a set of four core values: Trust, Customer Success, Innovation, and Equality. By making technology more accessible, we’re helping create a future with greater opportunity and equality for all. This has taken our company to great heights, including being named one of the FORTUNE “100 Best Companies to Work For®” 2020 — 12 years in a row. There are those who choose to work with the best and brightest. And then, there are those who want to do more than just a job. They are the ones improving lives, not only their careers. Having an impact now instead of later. Doing something that’s so much bigger than themselves, an industry, and their company. We believe everyone can be a Trailblazer. Join Salesforce and discover a future of new opportunities. 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.

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
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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.