Business Value Services Director/Manager

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Company Description:

Salesforce is a Fortune 500 company with $240B in Market Cap, $17.9B in Revenue and 50,000+ Employees. Salesforce is the pioneer of Enterprise Cloud Computing, the fastest growing of the top 5 Enterprise software companies, the World’s Most Innovative Company according to Forbes, and one of Fortune’s 100 Best Companies to Work for six years running.

Role:

Salesforce is looking for highly talented and passionate individuals who can effectively articulate how & why our solutions can help transform Customers’ business and exceed their goals! Salesforce is striving to deliver business transformation enabled by technology to its customers and therefore requires individuals able to develop deep insight into the business dynamics of large complex enterprises and help shape customers change agenda.

You will work with our Enterprise sales teams on the largest and most strategic accounts. Specifically, this role is focused on definition of account strategies, delivery of C-Level value propositions through strategic discovery, investment justifications and development of complex deal structures and commercial proposals for large deals.

Responsibilities:

• Engage with Top-20 Strategic Accounts in India to paint the picture of the to-be state / business vision, identifying customer business capability gaps and building the link between Salesforce business capabilities and customers strategic requirements
• Customer Success:Support India’s Strategic 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
• 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
• 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)
• Investment Justification:Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
• 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
• Thought Leadership:Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle
• Exec Focus:Create and deliver C-level compelling propositions as basis for strategic technology decisions. Articulate how our solutions will digitally transform customers’ business at scale.

Experience & Skills:

• 12-15 years of relevant experience
• Mandatory experience in a Top-Tier Consulting Firm
• A good understanding of one or more of the following industries – Financial Services (BFSI), Retail, CPG, Manufacturing, Communications & Media
• An in-depth understanding of the new Digital paradigm
• Operating in matrix structures
• Strong analytical & problem solving skills
• Strong ability to create, quantify insights and communicate recommendations to CXOs
• Strong influencing capabilities; must be a self-starter, high energy

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