Description
Job Title: Manager/Sr. Manager, Deal Strategy & Execution (Public Sector)
Department Description:
The Deal Strategy & Execution team in the EMEA Public Sector Business Unit is hiring! Our cross-functional team partners with Public Sector Sales and Support teams to drive faster, smarter, and bigger deals, orchestrating complex deal flows across autonomous agents and human stakeholders within Salesforce and externally with local governments. The Manager/Sr. Manager will be responsible for bridging the gap between the requirements of local Governments and Salesforce’s internal processes to drive deals forward. Additionally, the candidate will help determine the proper deal strategy and product solutions to address unique customer needs. Finally, the candidate will help scale our DS&E function across EMEA.
Role Description:
We are looking for a talented, hardworking individual with great energy, leadership, and initiative to support all aspects of the deal response cycle in the public sector business. The Manager for Deal Strategy & Execution works with Sales Leaders, Sales Operations, Pricing Deal Desk, Revenue Accounting, and Legal to remove obstacles and solve problems that hinder the Account Executives from executing deals. This job requires equal parts organization, attention to detail, problem analysis and resolution, knowledge of the procurement process in the public sector marketplace, and ability to simultaneously handle a variety of requests/projects across a broad spectrum of topics with differing priority levels and deadlines. The ideal candidate must be customer service-oriented, able to work independently, comfortable operating with a high sense of urgency, enthusiastic about working in one of the fastest growing divisions within Salesforce, and driven to succeed within the demands of a fast-paced, high-growth and dynamic environment.
Your Impact:
Success will be measured by initiatives outlined in your yearly V2MOM (a very transparent goal setting system everyone at Salesforce uses). As one of the most innovative companies in the world, we are also expected individually to contribute to innovating in any area we work. Finally, we are an Ohana (family) culture organization and look to bring on great people who work well with others and love to celebrate success!
Responsibilities:
· Act as the subject matter expert for all internal processes unique to the public sector marketplace related to quoting, pricelists, SELAs & Pricing Addendums
· Leverage Agentforce and predictive analytics to streamline deal approvals and reduce sales friction during high-velocity quarter-ends and partner in a trusted adviser capacity to senior Sales Leadership, the sales community and other internal stakeholders
· Bridge the gap between Public Sector procurement cycles and modern SaaS consumption models to maximize customer Value-to-Realization
· Drive efficiencies to improve processes as our business grows
· Provide agreement support to specified resellers in the public sector marketplace
· Monitor and ensure compliance with internal controls and policies
Multi-task and perform in a fast-paced environment, working with a sense of urgency, especially during month and quarter-ends
Build relationships and work cross-functionally with a diverse set of business partners
Identify opportunities to train and enable our partners on Public Sector operational procedures, policies, and best practices
Ensure that our contract vehicles reflect the most current product and pricing offering
Basic Qualifications:
Required to be fluent in English
7+ years of experience in a deal strategy or operations role supporting sales teams selling software into the public sector, aerospace & defense marketplace, or other highly regulated industry
Possess familiarity with public sector procurement processes
Possess a working knowledge of Salesforce applications
Proficient in Microsoft Excel and Powerpoint
Inquisitive, questioning mindset with strong critical judgment and careful attention to detail
Ability to build relationships, cross functionally, and work collaboratively to drive results
Capable of explaining concepts clearly and credibly across all levels of the organization
Demonstrated participation in process improvement initiatives and/or project management experience
Excellent interpersonal skills; ability to articulate verbally and written, willingness to appropriately debate difficult issues; ability to think quickly
Ability to excel in a fast-growing/fast-paced environment delivering accuracy while managing to deadlines where adaptability is imperative
Accepts other duties as assigned
Flexibility to work additional nights and weekends for month/quarter end
Preferred Qualifications:
Advanced University/College Degree
Familiarity with government contracting and rules
Shares Ohana values
Energetic, driven and self starter
Ability to lead, challenge and influence at all levels
Persistent, patient and resilient
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes’s “World’s Most Innovative Company” six years in a row and one of Fortune’s “100 Best Companies to Work For” eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.