Business Value Services, Senior Manager

Team
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.

What you will be doing

Client Consulting: Support major Enterprise/Commercial 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

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

Benefits
Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at https://www.salesforcebenefits.com.

Salary
The typical base salary range for this position is $142,800 - $232,750 annually. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $157,220 - $256,060 per year. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.

Accommodations
If you need a reasonable accommodation during the application or the recruiting process, please submit a request via the Accommodations Request Form.

Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. All employees or potential employees 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 recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between.

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