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Business Value Services Group
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.
This is a unique opportunity to join a team, representing a blend of frontline commercial execution and long-term strategic thinking.
Salesforce Business Value Services (BVS) is closely aligned with the North America Sales organization, directly supporting sales pursuits within our top accounts. Your primary focus will be to directly engage with customer executive teams across the Business Services Industry, helping articulate the strategic and financial impact that our platform can deliver to their organizations. Ultimately, you will develop C-level account strategies, value propositions and success metrics, investment justifications, deal structures and commercial proposals for our most strategic customers. You will also act as a trusted advisor to your regional sales management, providing guidance on account and negotiation strategies, helping prioritize sales pursuits and identify new opportunities.
**What you will be doing**
+ **Value Selling:** Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
+ **Sales Partnership:** Work closely with internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
+ **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
+ **Customer Success:** Support enterprise 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
+ **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)
+ **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**
+ 5+ years of professional experience, ideally in consultative and strategic customer-facing roles
+ Results-oriented, strategic thinker that enjoys helping customers "cross the chasm" from current state to future state
+ Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections
+ Experience with 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 teamsand other key partners
+ Experience in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals preferred
+ Experience with the creation and design of multi-party outsourcing agreements preferred
+ MBA preferred
+ Familiarity with technology and/or enterprise software preferred
**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.**
If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form (https://careers.mail.salesforce.com/accommodations-request-form) .
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.
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Salesforce welcomes all.
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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.
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