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Job Information, Inc Business Value Expansion Leader (Director/Sr. Director) in Boston, Massachusetts

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Job Category

Business Value Services Group

Job Details

Location: USA-Remote

The Team

The Business Value Services (BVS) organization is a highly strategic team that provides critical counsel to our sales organization and supports sales pursuits within our top accounts. The Business Value Expansion role is an essential part of the BVS organization and focuses on expansion pursuits, leveraging insights from the customer’s current Salesforce investment.

You will collaborate with our top customers’ business and IT executives as well as with our Sales leadership to develop visionary, data driven business cases to articulate the potential value from expanding the customer’s investment and relationship with Salesforce.

We are looking for highly talented, data-driven, highly inquisitive, creative and passionate individuals. You will partner with customers and articulate to them how the Salesforce solutions had helped them achieve their strategic business objectives to date, what specifically they should do to unlock more value from their existing Salesforce investment and how expansion of the solution will enable them to grow even further.


  • Work closely with internal Sales, Solutions and Success resources to identify potential engagement opportunities.

  • Facilitate customer facing discovery workshop to deeply understand the customers business processes, strategic initiatives and Salesforce solutions usage across a wide range of industries, companies and business functions (e.g. Sales, Service).

  • Leverage customer data to create a ‘to-date’ Salesforce business value point of view.

  • Develop and deliver compelling business case presentations and financial models aimed at identifying, accelerating and justifying expansion sales opportunities.

  • Provide thought leadership, training, and consultative coaching to sales teams throughout and beyond the sales cycle.

  • Share insights with customer executives and sales leadership to help manage deals and prepare for negotiations.

  • 25-30% travel

Preferred Qualifications & Experience:

  • 8-10 years of professional experience, in Management Consulting, strategic, and analytical customer-facing roles

  • 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 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

About Salesforce

Salesforce pioneered the idea of CRM software in the cloud in 1999, creating a whole new economy. Today, Salesforce is helping over 150,000 companies, and millions of careers, grow like never before. Salesforce's technologies help bring companies and customers together, by providing a platform with a single view of the customer across sales, service, marketing, and commerce. Our tight-knit ecosystem creates and transforms our culture, our customers, and our communities. It drives forth our core values – trust, customer success, innovation and equality – that make us who we are. Come join a company that continues to blaze new trails in enterprise software every day, while focusing on our mission of improving the state of the world.

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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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. at and at 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. at and at do not accept unsolicited headhunter and agency resumes. at and at will not pay any third-party agency or company that does not have a signed agreement with at or

Salesforce welcomes all.

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 ranked by Fortune as one of the “Most Admired Companies in the World” and one of the “100 Best Companies to Work For” eleven years in a row, and named “Innovator of the Decade” and one of the “World’s Most Innovative Companies” eight years in a row by Forbes.

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.