Business Value Services Manufacturing (All Levels)

  • Salesforce.com
  • San Francisco, CA, USA
  • Aug 06, 2018
Sales

Job Description

Job Category
Sales

Job Details
Business Value Services (BVS) is a highly strategic team that aligns with and provides critical counsel to our sales organization and supports opportunity sales pursuits within our top accounts and industries, while also developing critical relationships with our top customers' executive teams. You will collaborate in developing the account penetration strategies alongside our own leadership within the Sales, Solution Engineering, Innovation, Creative, Pricing, and Market Intelligence teams, among others. You will prepare provocative and visionary business proposals for Chief Executive Officers, General Managers, and other executives from our most strategic customers. Ultimately, you will develop business cases to articulate the value proposition of our platform for Boards of Directors and Chief Financial Officers to review and approve in response to capital appropriation requests for transformational investments in our cloud solutions.

We are looking for highly talented, inquisitive, creative and passionate individuals. You will articulate to customers how Salesforce solutions will enable them to meet their key strategic and financial objectives, help tackle their most business critical challenges, and enable rapid growth, scalability, and dexterity.

Responsibilities:
  • Develop and deliver compelling business case presentations and financial models aimed at identifying, accelerating, justifying, and/or expanding sales opportunities
  • Work closely with prospective and existing customers, alongside sales and other functions, to identify, prioritize and quantify key business drivers (metrics) and help customers understand how our solutions will help them achieve their strategic goals
  • Facilitate internal and external discovery to map out customers' "as is" and "to be" business processes across a wide range of companies and industries with the goal of identifying and prioritizing key business value drivers
  • Provide thought leadership, training, and consultative coaching to sales teams throughout and beyond the sales cycle
  • Share insights with sales leadership to help manage deals and prepare for negotiations
  • Prepare thought-provoking executive proposals to engage customers in long-term business relationships
  • 25-30% travel

Preferred Qualifications & Experience:
  • 5-10 years of professional experience, ideally in consultative, strategic, and analytical customer-facing roles
  • You are a results-oriented, strategic thinker that enjoys helping customers "cross the chasm" from current state to future state
  • 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
  • Deep quantitative analysis and financial modeling skills, with strong business insight and judgment
  • Experience working across a variety of companies in a financial analysis, underwriting or applicable quantitative capacity preferred
  • Experience and/or familiarity with Manufacturing industry preferred
  • 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, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy remodel. These founding principles have taken our company to great heights, including being named one of Forbes's "Worlds Most Innovative Company" five years in a row and one of Fortune's "100 Best Companies To Work For" eight years in a row. We are the fastest-growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners, and communities, we are working to improve the state of the world.

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.
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