Director, Business Value Services

Responsibilities

• Work closely with internal Sales, Solutions, BVS, Customer Success, and Professional Services resources to identify potential engagement opportunities.
• Facilitate customer-facing discovery workshops to deeply understand the customers business processes, strategic initiatives and Salesforce solutions usage and consumption across a wide range of industries, companies and business functions.
• Leverage customer data to create a ‘to-date’ Salesforce business value point of view and validate with key stakeholders.
• Develop and deliver compelling business case presentations and financial models aimed at defining business value, as well as identifying, accelerating and justifying expansion sales opportunities.
• Conduct post implementation value audits to connect empirical platform utilization data to realized outcomes and return on investment
• Develop expansion strategy and value validation documenting realized value as the foundation for proof-points for scaled investments and future growth opportunities
• Provide thought leadership, training, and consultative coaching to sales and solutions teams on how to optimize NNAOV and Net Consumed Revenue (NCR) where applicable
• Share insights with customer executives and sales leadership to help cultivate trust, confidence and alignment on value realized in order to pave the way for future growth opportunities
• 25-30% travel

Preferred Qualifications & Experience

• 8+ years of professional experience, in Management Consulting, strategic, and analytical customer-facing roles such as Business Value Services
• Deep quantitative analysis and financial modeling skills, with strong business insight and judgment (understanding of machine learning principles, statistics, data analytics)
• Results-oriented, strategic thinker that enjoys helping customers "cross the chasm" from past state to current state to future state.
• Data driven individual, who does not afraid to get their hands dirty, experienced in extracting business insights from large amounts of data using advanced analytics (data science experience preferred).
• Strong executive presence and presentation / facilitation skills, comfortable collaborating with and presenting to C-suite executives, including poised, confident objection handling abilities.
• Creative, high energy, entrepreneurial self-starter comfortable running initiatives and programs independently within a “start up-paced” technology company
• Thrive working collaboratively and cross-functionally, particularly with Sales, Marketing, Solution Engineering, Pricing, Partners and other partners
• Experience in a Sales environment / interacting with Sales teams preferred
• MBA from a top program preferred
• Experience in Technology or Enterprise Software preferred
• Innovation/Design Thinking experience is a plus

Salesforce is an equal opportunity employer and greatly values diversity. 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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