Salesforce.com, Inc Business Value Services Director - Public Sector, Tableau in Topeka, Kansas
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Business Value Services Group
What you’ll be doing...
The Business Value Services (BVS) Director - Public Sector, is an individual contributor who performs as 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 the competencies of management consulting, sales, value engineering, and analytics expertise.
You will combine previous work experience consulting or working within the Public Sector Industry (Federal/Government, State, or Local) and analytics/business intelligence knowledge. You will need to demonstrate the ability to think strategically, and design sale plays that will be deployed across Tableau’s entire customer portfolio. You will collaborate with cross-functional corporate and sales teams, act as a facilitator, and assist the teams in driving towards tangible sales methodologies and assets.
You will work directly with some of Tableau’s most strategic Public Sector customers to develop sales plays and create Industry Point-of-Views, understand their Business Intelligence needs and build credible business cases. You will assist with solicitation responses, unsolicited proposals and RFx efforts while driving more significant deal transactions and penetration with customers.
Some of the things you’ll be doing include…
Develop Sales Plays
Structure a clear strategy and engagement process with Public Sector customers (e.g., with sales plays) that work with a wide range of partners and domain knowledge.
Collaborate with others (Marketing, Success Management, ProServ, etc.) to enable the sales organization in using 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.
Support solicitation responses and broader Capture and proposal efforts across Public Sector.
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 new value.
Facilitate cross-functional discovery sessions to identify critical business requirements, create customized business cases and measure their financial impact
Collaborate with the account team and internal customer champions to drive them towards critical thinking that drives business results
Build tailored value assets and artifacts to assist field teams’ ability with discussing the value and business case outcomes specific to their customer
Evangelize the value selling at Tableau and help a diverse set of partners to master the methodology
Provide thought leadership & mentorshi 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...
Experience . Experience of 7+ years in one or more of the following: Capture Department, Value Engineering, Management Consulting, Business Development, Go-To-Market Strategy.
Subject Matter Authority. Domain expertise and work experience relevant to the Public Sector Industry .
Passionate about our Customers. 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 partners.
Analytical. Demonstrated profound quantitative and qualitative analytical ability, including financial analysis and ROI/TCO modeling to rationalize technology investments. Experience in model automation for run/repeat/self-service scenarios.
Researcher. Robust 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 without authority, coordinate multiple efforts towards common goals, and help other team members to excel in their work by knowledge transferring/sharing.
You are a Recruiter! Tableau hires company builders and 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/
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