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Salesforce.com, Inc Business Value Services Manager/Sr. Manager - Manufacturing in Boston, Massachusetts

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

Business Value Services Group

Job Details

About Salesforce

Salesforce pioneered the idea of CRM software in the cloud in 1999, creating 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 creates 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.

Team

This is a unique opportunity to join a team, representing a blend of frontline commercial execution and long-term strategic 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, 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 commercial proposals for our most strategic customers. You will also act as a trusted advisor to your regional sales management, providing guidance on account and negotiation strategies, helping prioritize sales pursuits and identify new opportunities.

You will support the Commercial Manufacturing business segment, which is comprised of Commercial customers (roughly 200 - 4,500 in employee size) in the discrete manufacturing, process manufacturing, and automotive spaces.

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.

What you will be doing

  • Customer Success: Support Commercial Manufacturing 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 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 senior sales management 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

What we are looking for

  • 5-10 years of professional experience, ideally in consultative and strategic customer-facing roles

  • Experience in the discrete manufacturing, process manufacturing, or automotive industries strongly preferred

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

  • Strong analytical and problem solving skills, including the ability to derive actionable insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections

  • Experience with 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 teamsand other key partners

  • Experience in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals 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.

Accommodations - If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form. at http://cloud.mail.salesforce.com/accommodations-request-form

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce.com at http://salesforce.com/ and Salesforce.org at http://salesforce.org/ are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce.com at http://salesforce.com/ and Salesforce.org at http://salesforce.org/ do not accept unsolicited headhunter and agency resumes. Salesforce.com at http://salesforce.com/ and Salesforce.org at http://salesforce.org/ will not pay any third-party agency or company that does not have a signed agreement with Salesfore.com at http://salesfore.com/ or Salesforce.org.

Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

Founded in 1999, Salesforce is the global leader in Customer Relationship Management (CRM). Companies of every size and industry are using Salesforce to transform their businesses, across sales, service, marketing, commerce, and more by connecting with customers in a whole new way. We harness technologies that can revolutionize companies, careers, and, hopefully, our world.

Salesforce is built on a set of four core values: Trust, Customer Success, Innovation, and Equality. By making technology more accessible, we're helping create a future with greater opportunity and equality for all. This has taken our company to great heights, including being ranked by Fortune as one of the “Most Admired Companies in the World” and one of the “100 Best Companies to Work For” eleven years in a row, and named “Innovator of the Decade” and one of the “World’s Most Innovative Companies” eight years in a row by Forbes.

There are those who choose to work with the best and brightest. And then, there are those who want to do more than just a job. They are the ones improving lives, not only their careers. Having an impact now instead of later. Doing something that’s so much bigger than themselves, an industry, and their company.

We believe everyone can be a Trailblazer. Join Salesforce and discover a future of new opportunities.

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