Business Value Services

Description

The Business Value Services (BVS) team helps 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. The team helps accelerate growth across key industries for the

country and the region. The team members combine strong industry

understanding as well as a deep knowledge of key business drivers that will

impact the business. We work closely with the sales and solutions team as well

as clients to build an impactful business value for the customer.

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.

This role involves working with Enterprise sales teams on strategic accounts,

defining account strategies, delivering C-Level value propositions, investment

justifications, and developing complex deal structures and commercial proposals.

Responsibilities

Engage with Top 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 extended global teams 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.
• Executive 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

• 8-12 years of relevant experience.
• Prior Consulting experience is essential.
• A good understanding of one or more of the following industries – Automotive or Manufacturing.
• An good understanding of the new Digital Technologies
• Strong analytical & problem-solving skills.
• Strong ability to create, quantify insights and communicate recommendations to CXOs.
• Strong influencing capabilities: must be a self-starter and possess and ability to work with multiple stakeholders.