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Job Category

Customer Success

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Our Business Strategists in the State and Local sector guide passionate, high-performing, collaborative teams focused on delivering complex, ground-breaking strategy engagements. We interactively engage CxO-level customers, craft innovative, experience-led strategies which clearly define the vision, program success metrics and executable roadmaps which achieve desired business outcomes. We work with our key customers, partners, and technical delivery leaders to drive scale, speed to value and a sustained landscape for future success.

The right candidate will bring technology-enabled, large-scale business transformation experience and knowledge of industry trends in state and local government, demonstrating this credibility as a strategic advisor to our customers, partners, and internal Salesforce teams. Critical to the role is the ability to think strategically about business, product, and technical challenges as you drive customer efficiencies, cost savings, and quick innovation available on the Salesforce platform. This highly analytical and visionary advisor will identify emerging opportunities, conduct comprehensive white space analyses, and drive strategic sales initiatives. In this role, you will assess untapped markets, uncover growth areas, and create reusable go-to-market strategies and assets that empower our teams to implement with precision and scale. The ideal candidate will have a strong ability to synthesize market insights, develop actionable strategies, and align diverse team members on a common path forward, ensuring Business and IT executives adopt joint ownership for results. Your efforts will culminate in the execution of key strategies that will support the team's efforts in building a sales pipeline and achieving their annual bookings quota.


We believe the best strategists are those who obsess over the creation of customer and business value and are trusted advisors with internal partners. Experience in navigating large scale organizations to lead change quickly is a must. The ideal candidate will have a customer-centric and collaborative mentality, willing to go above and beyond for the customer, and will break down barriers in order to ensure customer success!

Responsibilities

• Help position and sell large-enterprise Salesforce Professional Services consulting engagements to customers, working cross-functionally within Salesforce to define the program scope, team, value narrative and pitch
• Conduct assessments and facilitate workshops to gain alignment with leaders on a future-state vision, including business objectives, capabilities, value drivers, success metrics and technology priorities
• Perform and distill customer, industry and end-user research to identify key partner needs, customer expectations and experience-led business opportunities
• Identify enterprise business process/operations improvements to realize efficiencies and increase impact
• Craft innovative, forward-looking strategies which use the power of the Salesforce platform and transform sophisticated, global companies to gain competitive advantage and growth in their markets
• Help business and IT leaders embrace new digital operating models, governance strategies and a customer- and user-centric mentality and approach to decision-making
• Uncover future Sales opportunities to drive incremental customer value
• Analyze opportunities and improvement data to articulate the strategic, operational and financial impact our platform and professional services delivered to the customer
• Develop strategic business cases to project the value of strategy, the case for change and the implications of change for the organization
• Foster solution/organizational adoption and strategy evolution to continue to deliver value with fast increment delivery cycles
• Conduct comprehensive white space analyses to advise and drive pivotal initiatives crafted to uncover growth areas
• Develop and support a Partner Strategy to drive opportunities for Salesforce professional services.
• Lead the strategic approach for crafting reusable frameworks and assets that empower our professional services teams within the State and Local markets

Requirements

• 10+ years leading or consulting in enterprise-level technology transformation programs for the State and Local Government and/or Fortune 500 companies.
• 5+ years experience with State or Local Public Sector services and customers and agency missions
• GTM support experience, including prioritizing, proposal development, RFP response, demos and presentations
• Experience in Business Strategy, Project Management, Agile, Program Governance, Experience Design, Change Management and/or Value Realization
• Knowledge of the concepts, practices, procedures, and deliverables associated with solution development, implementation and operational readiness
• Understanding of key business value drivers and success metrics typical of large-enterprise companies
• Knowledge of State and Local procurement processes, government contracting mechanisms, policies, and budgets
• Ability to analyze and synthesize sophisticated information, working in situations where data may be absent or ambiguous and creative approaches are required
• Strong executive presence and presentation and facilitation skills, confident objection-handling abilities, comfortable collaborating with and addressing C-suite executives, CIOs, and political appointees
• Results-oriented, strategic problem solver that enjoys helping customers build a vision to transform from current state to future state
• Creative, high-energy, high-reaching self-starter comfortable running initiatives and programs independently within a “start up-paced” technology company
• Thrive working collaboratively and cross-functionally, particularly with Sales, Engagement Delivery Leaders, Solution and Technical Architects, Designers and External Partners
• Salesforce product knowledge (or similar low code/no code SaaS and PaaS platforms) and solution design are desired, but not required
• Specialized knowledge of one or more government topical areas relevant to some state agencies is preferred (examples: knowledge of LPI, CCWIS, DMV).
• Bachelor's degree or equivalent experience
• Ability to travel 25%
   

  Our Investment In You

• Extraordinary enablement and on-demand training - check out Trailhead.com for a sneak peek
• Exposure to executive leaders with vision with a passion for living our values
• Path to promotion with accelerated leadership development programs
• Weekly 1:1 coaching with your leadership
• Fast Ramp mentorship program
• Volunteer Opportunities
  Have you heard of our 1:1:1 model, focused on giving back to the community? The success in giving back have helped us and our Trailblazer community become a leader in philanthropy, culture, and innovation. We are one of the World’s Most Innovative Companies, according to Forbes, we are #1 in PEOPLE’s Top 15 Companies that Care, and are on Fortune’s Change the World list. Values bring value. Our values helped drive our revenue number to $13.28 billion dollars in fiscal years in 2019.
  
  We have a public-facing website that explains our various benefits for health, finance, time off, perks, parental benefits and discounts! Visit https://www.salesforcebenefits.com/ for the full breakdown

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Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com.

Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

For New York-based roles, the base salary hiring range for this position is $200,300 to $290,500.

For Washington-based roles, the base salary hiring range for this position is $183,600 to $266,300.

For California-based roles, the base salary hiring range for this position is $200,300 to $290,500.

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.