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Business Value Services Director (Communications, Media, Technology) - Tableau

Company: Salesforce
Location: Huntington
Posted on: June 8, 2021

Job Description:

Location: California - Remote
Location: New York - New York
Location: US Remote

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

What youll be doing

The Business Value Services (BVS) Director, Strategic Accounts is a senior level consultative sales leader that works closely with the sales teams applying value based selling techniques and strategies to progress opportunities. This is a strategic role that combines competencies of strategy consulting, sales, and value engineering along with Analytics expertise.

To succeed in this role you will need to combine previous work experience in Communications, Media, or Technology (CMT) and ability to think strategically to design sales plays that will be deployed across Tableaus entire customer portfolio. You will collaborate with cross functional corporate and sales teams, act as a facilitator, and assist the teams to drive towards tangible sales methodologies and assets.

In addition, you will work directly with some of Tableaus most strategic customers to leverage the developed sales plays to create Industry Point of Views, understand their Business Intelligence needs, create credible Business Cases, and assist with proposals, driving larger deal transactions and penetration with customers.

Some of the things youll be doing include

Develop Sales Plays

  • Structure a clear strategy and engagement process with customers (e.g. with sales plays) that leverage a wide range of stakeholders and domain knowledge

  • Collaborate with others to enable the sales organization in leveraging the different sales plays

  • Assist sales team with industry research, account planning, executive alignment, and messaging strategies

  • Conduct industry research, identify trends and needs, and translate those into clear sales assets

  • Author thought leadership content on Tableau benefits, industry value, and all things value using your domain industry and functional knowledge

Engage with Strategic Customers

  • Work closely with customers to identify, prioritize and quantify key business drivers to understand how Tableau will solve their problems and create value

  • Facilitate cross-functional discovery sessions to identify key business requirements, create customized business cases and measure their financial impact

  • Collaborate with the account team and internal customer champions to drive them towards strategic thinking that drive business results

  • Create tailored value assets and artifacts to assist field teams ability with discussing value and business case outcomes specific to their customer

Transfer Knowledge

  • Evangelize the value selling at Tableau and help diverse set of stakeholders to master the methodology

  • Provide thought leadership & coaching to sales and customer success teams to accelerate sales cycles and adoption

  • Assist with the development, rollout, and adoption of value selling enablement materials

Who you are

  • Experienced.Experience of 7+ years in one or more of the following: Value Engineering, Management Consulting, Business Development, Go-To-Market Strategy.

  • Subject Matter Expert.Domain expertise and work experience in Communications, Media or Technology or subject matter expertise in functional areas.

  • Customer Obsessed. Experienced in customer-facing roles. Comfort in engaging with senior executives and strong executive presentation skills.

  • Rapport Builder.Good relationship-building skills, situational awareness in handling objections, and ability to grow and nurture relationships with customers and internal stakeholders.

  • Analytical.Demonstrated deep quantitative and qualitative analytical ability, including financial analysis, and ROI/TCO modeling to justify technology investments. Experience in model automation for run/repeat/self-service scenarios.

  • Researcher. Strong discovery and probing skills, conduct industry and account level research.

  • Communication Finesse. Strong verbal and written communication of qualitative and quantitative business cases.

  • Leadership. Natural leader and self starter who can lead with authority, coordinate multiple efforts towards common goal, and help other team members to excel in their work by knowledge transferring/sharing.

  • You are a Recruiter!Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

For Colorado-based roles: Minimum annual salary would be $133,560.00 You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/

*LI-SA


Accommodations

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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 and 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 and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with 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.

Keywords: Salesforce, Huntington , Business Value Services Director (Communications, Media, Technology) - Tableau, Other , Huntington, West Virginia

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