Director/Sr. Director - Business Value Services

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Salesforce pioneered the idea of CRM software in the cloud in 1999, crafting 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 crafts 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 an outstanding opportunity to join a team, representing a blend of frontline commercial execution and long-term critical 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 proposals for our most strategic customers. You will also act as a trusted advisor to your regional sales management, providing mentorship on account strategies, helping prioritize sales pursuits and identify new opportunities.

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

• 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
• 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)
• Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses focused on accelerating, justifying, and/or growing 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 implement strategies
• Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle

• 10+ years of professional experience, ideally in consultative and strategic customer-facing roles
• Results-oriented, strategic problem solver that enjoys helping customers "cross the chasm" from current state to future state
• Strong analytical and problem solving skills, including the ability to derive useful insights from large amounts of information and clearly communicate sophisticated ideas to customer senior executives, while handling questions and objections
• Experience with quantitative analysis and financial modeling
• Mix of business and technical savvy with ability to engage and add new value in discussions involving both technology and business strategy
• Creative, high-energy, self-starter comfortable leading and performing initiatives and handling conflicting demands creatively and quickly
• Thrive in working collaboratively and cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams and other key partners
• Experience in account strategy support, and development and execution of value hypotheses, business cases, and proposals preferred
• Experience with the creation and design of multi-party outsourcing agreements preferred
• Experience working with or for Professional Services or Staffing Organizations 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.

For Colorado-based roles: Minimum annual salary of $160,020. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link:

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