Business Value Services Manager

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About Salesforce

We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.

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 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 major 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 in Financial Services

• 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

• Willing to travel up to 30%

Preferred Qualifications

• 10+ years of professional experience

• Excellent written and verbal communication skills

• MBA

• Familiarity with technology and/or enterprise software

Accommodations

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.