• Sr. Director, Business Strategy Team: Business Value Realization Leader

    Salesforce.com, IncAustin, TX 78703

    Job #1655912513

  • To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

    Job Category

    Customer Success Group

    Job Details

    In this leadership role, you are an expert partnering with high-performing, collaborative teams, working directly with global leaders and top-level executives as they look to transform their organizations and their industries. In order to help these leaders solve their most interesting and difficult challenges, we bring together passionate, multi-disciplinary teams to drive exceptional results on large-scale, enterprise Professional Services engagements. Your role on this team is to provide subject matter expertise on business strategy, value creation and business value realization. You will directly engage with customer executive teams to help articulate the tangible, strategic, and financial impact that our platform and professional services can deliver to their organizations. You will help prepare provocative and visionary business cases to articulate the value proposition of our platform and services for CEOs, General Managers, and CxOs/SVP, to support capital appropriation requests for transformational investments in our cloud and services solutions as well as quantify the value realized over time from these investments. We believe the best strategists are those who obsess over the creation of business value for our customers. The ideal candidate will have a customer-centric and collaborative mentality, willing to go the extra mile for the customer, and will break down barriers in order to ensure customer success.

    To be successful in this role, you will be able to :

    • Work closely with prospective and existing customers to identify, prioritize and quantify key business drivers and metrics, helping customers understand how the Salesforce platform and Salesforce Professional Services enable them achieve their strategic and financial goals

    • Translate the customer's future-state vision which tackles their most business-critical challenges, and enables rapid growth, scalability, and dexterity, into a tangible, quantifiable value story of the results to be realized

    • Leverage analyses of the customer's "as is" and "to be" business processes to identify and prioritize key business value drivers

    • Identify new opportunities for customers to drive business value, realize efficiencies, increase business impact, gain competitive advantage and growth in their markets

    • Track, analyze and synthesize complex information, working in situations where data may be absent or ambiguous and creative approaches are required

    • Develop and deliver compelling business case presentations and financial models aimed at identifying, accelerating, justifying, and/or expanding sales opportunities and well as quantifying the value realized across multiple, enterprise-wide, delivery engagements over time

    • Provide thought leadership and consultative partnering with Salesforce Professional Services Large Scale Program team throughout the sales and delivery cycle

    • Contribute to the development of a business strategy competency within Salesforce Professional Services, share best practices, advise and collaborate with peers

    Preferred Qualifications & Experience:

    • 15+ years of professional experience, ideally in consultative, strategic, and analytical customer-facing roles

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

    • Strong executive presence and presentation / facilitation skills, comfortable collaborating with and presenting to C-suite executives, including poised, confident objection handling abilities

    • Creative, high-energy, entrepreneurial self-starter comfortable running initiatives and programs independently within a "start up-paced" technology company

    • Thrive working collaboratively and cross-functionally, particularly with Sales, Engagement Delivery Leaders, Solution and Technical Architects, Designers and External Partners

    • Deep quantitative analysis and financial modeling skills, with proven business insight and judgment

    • Experience in Technology or Enterprise Software preferred

    • MBA preferred

    • Innovation/Design Thinking experience is a plus

    • Occasional travel (expected average 20-30%), variable

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