Director, Business Value Consultant - Enterprise Financial Services

Salesforce•Chicago, NY

7d•Remote

About The Position

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. 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) team is closely aligned with the Sales organization, directly supporting sales pursuits within our top accounts. Your primary focus will be to directly engage with customer executive teams, helping to articulate the strategic and financial impact that our platform can deliver to their organizations. Ultimately, you will develop C-level account strategies, business cases, value propositions and success metrics, investment justifications, deal structures and commercial proposals for our clients. You will collaborate with our sales teams by providing guidance on account 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.

Requirements

Experience in the Enterprise Financial Services market - particularly Banking, Wealth & Asset Management, or Insurance
Expertise in building and presenting compelling business cases to executive and c-level clients
Prior experience in consultative and strategic customer-facing roles
Expertise in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals
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
Skilled in quantitative analysis and financial modeling
Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
Creative, high-energy, self-starter comfortable leading and executing 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
Results-oriented, strategic thinker that enjoys helping customers "cross the chasm" from current state to future state

Nice To Haves

15+ years of professional experience
MBA
Familiarity with technology and/or enterprise software

Responsibilities

Support major 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
Work closely with our internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
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)
Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
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
Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle