Business Value Services- Manager/Sr Manager

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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Tableau Business Value Services (BVS) work closely with our North America Tableau Sales organization, directly supporting sales pursuits within our top accounts. Your primary focus will be to directly engage with customer executive teams, 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. Business Value Consultants assist our account teams build out strong business cases, including financial justification (ROI), for the some of the largest deals with 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.

We are looking for highly passionate, driven and inquisitive individuals who can effectively communicate how our solutions can help our customers transform their businesses and support their strategic objectives.

What you will be doing

Client Consulting: Work directly with Tableau AMER across all steps in the customer lifecycle, from strategic alignment, project justification, and commercial proposals to measuring the realized value of targeted business outcomes.

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 Structuring / 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


What we are looking for

5+ years of professional experience, ideally in consultative and strategic customer-facing roles such as Value Engineering, Management Consulting, Business Development, Go-To-Market Strategy

Results-oriented, strategic problem solver that enjoys helping customers "cross the chasm" from current state to future state

Experience with quantitative analysis and financial modelling

Experience in creating executive level presentations that bring together key findings and takeaways in a succinct, impactful manner

Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy

Establish credibility with customer executives, such as CIOs, CTOs, CDOs and CFOs based on experience with IT, digital transformation and large projects

Participate on the account team as a strategic partner, informing and influencing account strategy and success plans

Strong analytical and problem solving skills, including the ability to derive meaningful insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections

Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams and other key partners

Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly

A candid communicator with the ability to have courageous conversations

Experience in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposal

Willingness to travel to meet with strategic customers

BA/BS in business, finance, economics, math, engineering, marketing, or related areas, preferred

MBA is a plus

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