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 SalesJob DetailsAbout SalesforceSalesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.This is an outstanding chance to drive change, blending long-term commercial innovation, medium-term scale and value-selling skill development and near-term frontline commercial execution! The role resides in our new Data Foundation (DF) operating unit, which brings to market our market-leading solutions for MuleSoft and Informatica.The Data Foundation Value Center of Excellence (COE) is closely aligned with our global sales organization. As Senior Manager, Business Value Services, you will operate within the COE and be responsible as an individual contributor to develop, coordinate and deliver activities within our COE charter, which spans four key objectives:Enablement: Train and provision global Business Value Services (BVS) teams to greater DF value-selling effectiveness, heightening their proficiency in MuleSoft and Informatica specific value drivers and commercial considerations; enable the broader DF field (sales reps, solution engineers, other) on business value best practices and proposal excellence.Tools: Act as a thought leader to create, to curate and to promote usage of our best DF assets for proposals and business cases (templates, models, benchmarks), to improve consistency and quality at scale.Commercial Innovation: Design, launch and help to deliver new, compelling DF commercial offerings and go-to-market approaches, to fuel sales growth. These might include new forms of unlimited contracts, pre-commit, or consumption-based license frameworks, etc.Senior Advisory: Engage as a trusted advisor on our largest, most strategic DF license sale pursuits, as directed by executive Sales leadership or via support requests from BVS; engage directly with customer executive teams, helping to articulate the strategic and financial impact that our platform can deliver to their organizations; support proposal development and negotiations on our largest proposals.Job ProfileSales Partnership: Work closely with internal Sales leadership and other functions to identify enablement opportunities, to prioritize sales initiatives based on sales impact, and to set the direction for the BVS practice(s) in your aligned Operating Units (including Italy).Orchestration: Understand, encourage and facilitate optimal BVS resource engagement in evolving sales opportunities; selectively engage directly to deliver internal and external workshops with the goal of identifying, prioritizing, and measuring key business value drivers and metrics.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 to execute negotiation strategies.Thought Leadership: Provide thought leadership, training and consultative partnering with internal sales and other teams throughout and beyond the sales cycle; cultivate the exchange of ideas and standard processes across teams.Process Improvement: Lead and/or sponsor initiatives within the COE team and our selling functions to strengthen the execution capabilities of our organization.Required Skills & ExperienceFluency in Italian and English languagesStrong leadership skills to guide customers and internal resources through nuanced business value and commercial narrativesStrong professional experience, ideally in consultative and strategic customer-facing rolesExpertise in development and execution of business cases and strategic commercial proposalsExpertise in quantitative analysis and financial modelingExcellent situational awareness in handling objections in multifaceted customer environmentsStrong 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 objectionsCreative, high-energy, self-starter comfortable leading and driving initiatives and handling conflicting demands creatively and quicklyCandid and engaging communicator with the ability to have courageous conversationsResults-oriented, strategic problem solver who enjoys helping customers "cross the chasm" from current state to future stateA mix of business and technical competence with the ability to engage and add customer value in executive discussions involving both technology and business strategyExperience in working collaboratively & cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams, Sales Programs, and other key partnersPreferred but not requiredMBADeep familiarity with technology and/or enterprise software, and practices to communicate value thereofFamiliarity with Mulesoft and/or Informatica solutions and their business valueUnleash Your PotentialWhen you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.AccommodationsIf you need a reasonable accommodation during the application or the recruiting process, please submit a request via this .Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.Posting StatementSalesforce 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. 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.
