Description
Salesforce is a Fortune 500 Company with a market cap of more than $250B, annual revenue of $38B and more than 76,000 Employees. We are the pioneer of enterprise cloud computing, one of the largest enterprise software companies globally, the World’s Most Innovative Company according to Forbes, and one of Fortune’s 100 Best Companies to Work for multiple years running.
Role
This is a unique opportunity to join a team of ex-Strategy Consultants, working closely with Country Leadership and Sales teams, to drive AI-led digital transformations for our largest and most strategic customers in the region.
We are looking for a highly talented and passionate individual who can effectively articulate how Salesforce solutions can transform customers’ business, deliver real business value and help customers’ achieve their business goals. We deliver business transformations by solving real customer challenges and therefore require individuals capable of developing deep insights into the business dynamics of large enterprises and articulating the link between transformation initiatives and the business value they deliver.
This position will be part of a team of strategic value advisors that supports the ASEAN business. Specifically, this role is focused on definition of account strategies, delivery of C-Level value propositions through strategic discovery, investment justifications and development of complex deal structures and commercial proposals for strategic accounts. In this process, you will collaborate across sales, operations, professional services and other functions across the organization.
Responsibilities:
Strategic accounts: Support ASEAN’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
Business Value Discovery: Facilitate customer workshops to discover customers' business pain points, areas of value unlock with the goal of identifying and prioritizing key business value drivers (and associated metrics)
Executive Engagement: Create and deliver compelling C-level propositions as basis for strategic technology decisions. Articulate how our solutions will digitally transform customers’ business at scale.
Investment Justification: Build and deliver compelling investment justifications and business cases including presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
Deal Negotiation: Guide the development and delivery of attractive commercial proposals and deal structures, and share insights with senior sales management to help develop and execute negotiation strategies
Thought Leadership: Provide industry-specific thought leadership on the latest trends shaping industries and how Salesforce is helping customers leverage those trends to create business value
Sales Partnership: Consultative partnering with internal sales teams and other functions to help define account strategies and deal pursuit strategies
Experience & Skills:
10-15 years of relevant experience, with at least 4 years of experience in digital, business or operational strategy gained at a Top Tier Strategy Consulting Firm
Strong analytical and problem solving skills essential
Ability to create, quantify insights and effectively communicate recommendations to CXOs
Deep understanding of one or more of the following industries – Financial Services, Communications, Retail, CPG
Proven ability to manage multiple projects with cross-functional team to tight deadlines.
Strong influencing capabilities, self-starter, high energy, and comfortable running an initiative in a fast paced software company
Exposure to a technology business development, marketing or sales environment highly desirable
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