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Job Category
Sales
Job Details
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This is an outstanding opportunity to join a team of ex-Strategy and Value Consultants working as a SWAT team for Mulesoft / Salesforce Leadership in ANZ. We are looking for a strategic-thinking, sales-focused and execution-oriented consultant to work on our most crucial accounts during sales cycles to:
Champion value selling, driving value assessments with key strategic accounts
Participate on the account team as a strategic partner, advising and influencing account strategy, deal planning and success plans.
Support the latter stages of sales cycles with deal engineering, proposal build, and negotiation.
Establish credibility with customer executives, such as CIOs, CTOs, CDOs and CFOs, based on experience with IT, digital transformation and large capex projects.
Provide thought leadership, training and consultative partnering with internal sales and other cross-functional customer-facing teams throughout the sales cycle
Scaling and enabling the Sales Team on Value Justification and Proposal/ CIO Narrative Development
Responsibilities:
Work with Enterprise sales teams to define the commercial strategy; prioritise sales initiatives based on pain points, value creation potential, and customers' priorities.
Build and deliver compelling Investment Justifications to secure Customers' funding for Salesforce solutions. Work closely with account teams and customers to identify and analyse key business value drivers.
Articulate how our solutions will digitally transform customers' businesses at scale.
Put together attractive deal structures and articulate the value of our Proposals. Create and deliver C-level compelling propositions as the basis for strategic technology decisions.
Experience & Skills:
Proven experience in strategy consulting in a top -tier strategy consulting firm or previous Value Consulting Experience
Experience in quickly building credibility and establishing alignment with sales leaders to drive a "franchisee" model
Strong understanding of a particular Industry and developing value propositions related to that industry
Strong ability to build, quantify insights and communicate recommendations to CxOs
Experience in developing content, a new process or tool to help a practice improve efficiency, quality and/or scale
Ability to mentor new employees with perseverance, clarity, empathy and action
Strong analytical & problem-solving skills are critical.
Strong influencing capabilities; must be a self-starter, high-energy
Ability to understand customer pain points, how to build recommendations/actions to solve those pain points, and how to measure the impact
Passionate about immersing yourself in a customer's business and connecting the dots to how MuleSoft can truly impact the business
Strong appetite to work in a consultative strategic selling environment.
At Salesforce we encourage applications from Aboriginal and Torres Strait Islander peoples. Salesforce Australia is committed to walking together with the Traditional Custodians of this land, Australia's First Nations peoples, as we forge a path to reconciliation. Please see our Reconciliation Action Plan for more information
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