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Business Value Services, Director
Salesforce
New York, NY, United States
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Director/Sr. Director of Business Value Selling
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 model. These founding principles have taken our company to great heights, including being named one of Forbes's "World's 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.
Business Value Services is a strategic team that is geographically aligned within the Sales organization and supports opportunity pursuits within our top accounts and industries. We collaborate in developing the account penetration strategy with Regional Vice Presidents, Global or Strategic Account Managers, and Account Executives within Sales. We prepare provocative and visionary proposals for Chief Executive Officers, General Managers, and Chief Information Officers of the Fortune Global 500. We develop business cases that project value realization 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.
Can you successfully wear multiple hats as a market researcher, financial advisor, and sales strategist? Are you equally comfortable communicating with business and technology audiences? Do you strive to continually evolve and innovate your work products to bring new investment insights to the table? Does customer success define your success?
Business Value Services is seeking a creative, entrepreneurial, and highly motivated Director / Senior Director to join the team.
Responsibilities
• Drive a higher volume of larger deal transactions to increase penetration in the Fortune Global 500
• Share knowledge and insights with Sales leadership to help manage the deal and prepare for negotiations
• Participate in executive briefing sessions during Dreamforce and Salesforce1 World Tours
• Develop and deliver compelling business case presentations that accelerate and/or expand opportunities
• Customize and maintain sound financial models that justify strategic investment decisions
• Prepare thought-provoking executive proposals to engage customers in long-term business relationships
• Facilitate cross-functional discovery sessions to identify and prioritize key business value drivers
• Author thought leadership content on cloud benefits, industry solutions, and "all things value"
• Act as a business value subject matter expert in account planning sessions and quarterly business reviews
• Gather and manage a library of differentiating "big fat claims" of value for our solutions
Skills and Experience
• Unwavering commitment and unflappable integrity as a trusted advisor of business value propositions
• Excellent situational awareness in handling objections in dynamic customer environments
• Results-oriented strategic thinker that helps customers "cross the chasm" from current state to future state
• Executive presence while collaborating with and successfully influencing the C-suite to invest
• Strong verbal and written communication of qualitative and quantitative business cases
• Deep financial analysis and modeling of ROI and TCO concepts to justify business cases
• Innate curiosity to investigate business processes and evaluate the possibility of new business models