Director, Business Value Services

Job Description

Zendesk is searching for a Director of Business Value Services with a focus on North America. This member will be a key contributor to adjacent senior management teams and will be instrumental in scaling our business growth.

With Zendesk’s rapid growth as a leader in CX, this role will work with our Field Sales teams on the most strategic accounts in North America. Specifically, this role is focused on strategic and earlier-stage deal support through development of Investment Justifications, Business Cases, Value Based Proposals and Account strategies with Commercial strategy. The role will work closely with Sales leadership, Deal Desk, Legal Product Marketing, Product, Enablement and Success, and should be able to navigate internal processes, work collaboratively with peer groups to improve large and complex deals efficiency, as well as improve associated pipeline accuracy.

Responsibilities:

• Value Assessment and Sales Program Execution: Execute on defined value assessment methodology in the assigned region to maximize value capture. Partner with Business Consulting and Product Specialists to ensure best coverage model, with process improvement.

• Value Communication and Proposal Structuring: Create compelling investment justifications and deliver impactful presentations. Articulate the dollar value of solutions (in the contextual meaning of our customers), structure negotiations, and maximize revenue growth.

• Scale and Innovate: Expand the reach and influence of the Business Value Services function by driving innovative commercial strategies and deal constructs for large, complex deals. Share best practices across the organization in partnership with enablement, ensure timely handovers to Success and foster ongoing feedback to help inform our value method.

• Collaborative Deal Negotiation: Work closely with sales leaders and customers to negotiate commercially viable contracts while coordinating cross-functional efforts with Deal Desk to ensure readiness for key deals.

• Market Insight and Strategy Development: Develop creative strategies based on market trends to enhance win rates and maintain competitiveness.

• Ownership of Cross-functional Projects: Lead select cross-functional projects to ensure continued scaling and innovation in challenging business conditions.

 

Requirements

• SaaS and Enterprise Experience: Over 10 years of experience in SaaS and enterprise-focused companies, demonstrating a deep understanding of the industry.

• Sales and Deal Strategy: Extensive expertise in enterprise sales, deal strategy, and negotiations, with a proven ability to drive successful outcomes.

• Consulting Background: At least 4 years of experience in corporate, business, and operational strategy gained at a top-tier consulting firm.

• Collaborative Influence: Strong ability to influence and collaborate with virtual team members at all levels, fostering a team-oriented environment.

• Integrity and Values: Committed to integrity and core values, ensuring a positive and ethical approach to business.

• Analytical Skills: Strong problem structuring and solving skills, capable of creating and quantifying insights for effective communication to CxOs.

• Project Management: Proven ability to manage multiple projects with cross-functional teams, meeting tight deadlines in a fast-paced setting.

• Education and Language Skills: MBA from a top school is highly preferred, with fluency in English and additional languages considered a plus. Willingness to travel regionally and internationally 20%.

#LI-WO1

The US annualized OTE (On Target Earnings) range for this position is $323,000.00-$485,000.00 with a pay mix of 50/50 (base/commission). This position may also be eligible for bonus, benefits, or related incentives. While this range reflects the minimum and maximum value for new hire salaries for the position across all US locations, the offer for the successful candidate for this position will be based on job related capabilities, applicable experience, and other factors such as work location. Please note that the compensation details listed in US role postings reflect the base salary only (or OTE for commissions based roles), and do not include bonus, benefits, or related incentives.

Hybrid: In this role, our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection, collaboration, learning,