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Sales

Role Description:

Day to day for a Business Consultant comprises moving fluidly between the needs of several accounts leveraging the following skills & tactics to bring value and revenue to their portfolio.

  • Sales Acumen & Creative Deal Strategy – A track record of success with large CRM enterprise deals in your sub-vertical of expertise. Bias towards deals requiring non-traditional or out-of-the-box sales and execution strategies, as well as deals with customers who are innovators, disruptors or market makers.
  • Executive Engagement Readiness – Personal success developing and driving mindshare & walletshare with executives in your sub-vertical of expertise. Nice to have: experience driving engagements between your customer’s CEO and your CEO.
  • Provocative Points of View – Ability to personally research, develop & deliver concise & compelling points of view for the C-suite that are differentiated from typical enterprise software or management consulting jargon. It should answer the questions Why Change, Why Now, Why Salesforce. The goal is to convert an executive into a sponsor for our joint efforts.
  • Workshops – Once executive sponsorship is gained through the tactics above, ability to craft, lead and execute enterprise wide transformation deals via multi-LoB workshops. Stay hands on to synthesize the results and provide an execute readback proposal that includes vision, business justification and phased initiative roadmap. Do so in a way that is grounded in pragmatic execution for the customer with a bias towards user centric design thinking principles. Partner with client sponsor to drive alignment for said proposal.
  • Navigating Salesforce Internally – Ability to gracefully navigate & influence Salesforce’s internal teams to resource and execute against sales motions. These teams include Account Teams, Office of the CEO, Office of Innovation, Business Value Services, Customer Success, Product, Partners, Go To Market, Marketing, Sales and Solution Engineers.
  • Push vs Pull Amplifier Mindset – Actively think about new creative sales motions that are outside the box and respond to new customer or market needs. And as we start to recognize patterns as a team, we bubble up new narratives and motions to the broader HLS ecosystem to feed the broader machine to help us continue to evolve & grow as an organization.
  • Marketing & PipeGen Machine – Develop content related to area of expertise via Webinars, Blog Posts, Capability Reference Frameworks, and Salesforce internal collaboration posts. Participate in Salesforce and third party events, as well as SIC (Salesforce Innovation Center) Executive Briefings. Partner with our top Consulting, ISV and SI Partners to drive compelling value for our customers.

Your Impact

By directly working with and influencing change in our largest and most strategic accounts, you will directly influence Salesforce’s brand in the Healthcare and Life Sciences market. In addition, your alignment internally with cross functional teams democratizes and scales growth for our entire portfolio.

Minimum Requirements

• 10+ years of digital or CRM experience and/or management consulting experience

• Proven experience leading digital strategy and digital roadmap projects in a complex business and marketing environment

• Deep understanding of and passion for the customer lifecycle and managing the customer experience

• Excellent communication and presentation skills; dynamic (persuasive) in presenting ideas to clients and prospective clients from VP to C-level

• Strong understanding of healthcare and life sciences industry trends and the overall SaaS landscape.

• Broad knowledge of technology trends

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