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Job Category

Sales

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

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:

10-16 years of relevant experience
Mandatory experience in a Top-Tier Consulting Firm
A good understanding of one or more of the following industries – Financial Services (BFSI), Retail, CPG, Manufacturing, Communications & Media, Healthcare
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.

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Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

Business Value Services Advisor

Salesforce

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