Senior Director, Business Value Consultant - Enterprise Financial Services

Salesforce•New York, NY

3d•Remote

About The Position

Salesforce is seeking a Senior Director, Business Value Consultant for Enterprise Financial Services. This role is part of the Salesforce Business Value Services (BVS) team, which supports the Sales organization by engaging with top accounts. The primary focus is to interact with customer executive teams to demonstrate the strategic and financial impact of Salesforce's platform. Responsibilities include developing C-level account strategies, business cases, value propositions, success metrics, investment justifications, deal structures, and commercial proposals. The role also involves collaborating with sales teams on account strategies, prioritizing sales pursuits, and identifying new opportunities. The ideal candidate will be passionate, driven, and inquisitive, capable of communicating how Salesforce solutions can transform customer 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 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.