Senior Director, Business Value Services

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Job Category

Sales

Job Details

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Job Details
This is a unique opportunity to join a team representing a blend of frontline commercial execution and long-term strategic thinking.
MuleSoft Business Value Services (BVS) is closely aligned with MuleSoft’s North America Sales organization, directly supporting sales pursuits within our top accounts. As Senior Director, for MuleSoft BVS, you will directly engage with customer executive teams, helping articulate the strategic and financial impact that our platform can deliver to their organizations. You will develop C-level account strategies, value propositions and success metrics, investment justifications, deal structures and commercial proposals for our most strategic customers.
You will also act as a strategic leader with vision and trusted advisor to your regional sales leadership, providing guidance on account and negotiation strategies, helping prioritize sales pursuits, and identifying new opportunities.
Job Profile

• Sales Partnership: Work closely internally with sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size, and prioritize BVS resource investment; set the direction for the MuleSoft BVS practice in your territory.
• Customer Success: Support MuleSoft accounts across all stages in the customer lifecycle, from strategic alignment, project justification, and commercial proposals to measuring the realized value of targeted business outcomes.
• 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 and metrics. Facilitate the exchange of ideas and standard methodologies across teams.
• 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 implement negotiation strategies.
• Thought Leadership: Provide thought leadership, training and consultative partnering with sales internally and other teams throughout and beyond the sales cycle.
• Process Improvement: Lead and/or sponsor initiatives within your team to strengthen the execution capabilities of our organization.
  

Required Skills / Experience

• Excellent communication and project execution skills, operating in matrix structures
• 15+ years of professional experience, ideally in consultative and strategic customer-facing roles
• Excellent situational awareness in handling objections in dynamic customer environments
• Strong analytical and problem-solving skills, & able to derive actionable insights from large amounts of information and clearly communicate sophisticated ideas to customer senior executives, while handling questions and objections
• Candid and engaging communicator able to have challenging conversations
• Results focused leader with a strategic approach who enjoys helping customers "cross the chasm" from current state to future state
• Experience with quantitative analysis and financial modeling
• Mix of business and technical savvy with the ability to engage in discussions involving both technology and business strategy
• Creative, high-energy, self-starter comfortable leading and driving initiatives and handling conflicting demands creatively and quickly
• Experience in working collaboratively & cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams, and other key partners
• Expertise in account strategy support, and development and execution of value hypotheses, business cases, and commercial proposals preferred
• Deep familiarity with technology and/or enterprise software is strongly preferred
• MBA preferred

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For New York-based roles, the base salary hiring range for this position is $195,510 to $261,590.

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.