Senior Director, Business Value Services

Business Value Services (BVS)
Our Business Value Services Team is a high impact organisation, supporting Country Leaders, OU and EMEA CEOs.
The team is made up of primarily former Top Tier Strategy consultants, and they are responsible for helping to identify and articulate how our solutions can transform and impact Customers' businesses.
The team develops deep insight into the business dynamics of large complex enterprises, operating at the most senior level, to help shape their strategic agenda, justify business transformation enabled by technology and engineer creative deal structures.
Given the strategic conversations with C-level clients, the team has a huge impact on some of the most exciting businesses out there.

Role
We are seeking an exceptional and ambitious people leader to lead our 10+ people BVS Team supporting Mulesoft in EMEA, leading them towards strengthening the impact we have on the businesses of our customers, delivering success for them and Mulesoft/Salesforce in the region.
You will work, along with your team members, with the EMEA Mulesoft Sales Leadership and Account Teams, on the largest and most strategic transformation projects, with a focus on definition of Account Strategies, C-level value propositions, investment justifications, complex deal structures and commercial proposals.
As a member of the Mulesoft EMEA leadership team, you will participate to key decisions around the growth of the Mulesoft business in the region, namely by cooperating on the further development of our large deals motion.
As a People Leader, you will play a key role growing and managing a team of highly visible and motivated Strategic Advisors. Our culture is a pivotal element of our success at Salesforce, so your leadership will encompass strong energy, passion and the ability to lead a dynamic and highly motivated workforce.

Responsibilities:

• Professionally develop and manage a high-performance team who are seen as trusted advisors to our Customer(s), Leadership and Account teams
• Consistently supervise and enhance the activities of the team
• Work with Enterprise sales teams to define the commercial strategy; prioritise sales initiatives based on pain points, value creation potential, and customers' strategic priorities
• Build and deliver compelling Investment Justifications to secure Customers' funding for Salesforce solutions. Work closely with account teams and customers to identify, 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 basis for strategic technology decisions
• Build strong team unity, internal connections, and contribute to BVS strategic priorities by collaborating with the wider Salesforce eco-system and other BVS teams globally. Be an enabler of an inclusive and winning team spirit.
• Establish credibility with customer executives, such as CIOs, CTOs, CDOs and CFOs, based on experience with IT, digital transformation and large capex projects.
• Foster the continuous development by the team of thought leadership, training and consultative partnering with internal sales and other cross-functional customer-facing teams throughout the sales cycle, including scaling knowledge on Value Justification and Proposal/ CIO Narrative Development across the organization
• Be a part of Mulesoft EMEA leadership team, leveraging BVS experience and skills to effectively support strategic decisions for the business

Experience & Skill

• At least 10+ years of overall professional tenure, including a mandatory experience in a Top-Tier Strategy Consulting Firm (McKinsey, BCG, Bain) for min 3 years
• Consistent track record in building / managing high performance teams; excellent demonstrated track record as people manager. Passion for supporting team development, as well as for their own self-improvement
• Experience in quickly building credibility and establishing alignment with sales leaders to drive a "franchisee" model
• Excellent interpersonal skills; able to inspire, build trusted relationships with Customer Executives and influence internally in a matrix environment
• Strong analytical & problem-solving skills essential.
• Strong ability to create compelling value-based proposals, coupled with excellent negotiation skills
• Passionate about immersing yourself in a customer's business and connecting the dots to how MuleSoft can truly impact the business

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