Salesforce.com, Inc Business Value Expansion Leader (Director/Sr. Director) in Boston, Massachusetts
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Business Value Services Group
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.
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
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