Value Creation Manager – Private Equity Practice

Salesforce, the Customer Success Platform and world’s #1 CRM, empowers companies to connect with their customers in a whole new way.. Our Global Private Equity & VC Practice is transforming the way private equity firms create value for investors and their portfolio companies and transforming/scaling how Salesforce accelerates its growth by specializing in this broad horizontal sector across all our industries.

We are action-oriented. We provide a unique form of strategic relationship capabilities to accelerate growth, and reduce risk. Blending analysis, vision, product-oriented thought leadership, with a focus on AI and Data, business case development and an entrepreneurial approach that enables senior Private Equity executives and their Portfolio Company Executives to rethink how quickly, easily and cost-efficiently they can achieve their strategic objectives and deliver next-generation, value creation-enhancing customer experiences across sales, service, marketing and commerce using the Salesforce platform.

THE ROLE

As a Value Creation Manager, you will help drive new customer acquisition and add-on business setting up success criteria and ROI estimates around the delivery of our SWAT team engagements and post engagement the development of Customer Impact PE playbooks. We are looking for a strategic-thinking, sales-focused, execution-oriented, strong writing and packaging of results to work on our most important Private Equity owned portfolio company accounts that we’re engaging with.

Customer and Executive Engagement:

* Engage senior level customer leaders in planned meetings, workshops, 1:1 engagements and roundtable discussions to establish links, demonstrate AI expertise and build our credibility as trusted services resources to help grow Salesforce awareness and create stickiness in accounts.
* Be the person in the room who owns the conversation about what these technologies can mean for our clients, and the commitment we have to implement responsible AI in partnership with them and their customers.
* Establish credibility with customer executives, such as CIOs, CTOs, CDOs and CFOs based on experience with IT, digital transformation and large capex projects

AI and Technology Expertise:

* Work closely with the Private Equity Practice AI SWAT team to identify top priority use cases for the portfolio companies
* Champion value selling, executing collaborative value assessments with key strategic accounts
* Participate with the SWAT team as a strategic partner, informing and influencing account strategy and success plans

Private Equity Value Creation, Business Case and POV:

* Quickly learn customer’s industry and business model
* Build informed business cases on the value of Salesforce products to the portfolio companies
* Confident discussing IRR, ROI, TCO, business case development in the context of LBOs and other Private Equity investment/divestment strategies.
* Tailor and translate solution message to customers about AI and Einstein with an account-specific POV
* Track post engagement on results and produce, working in conjunction with PE Firms, Private Equity Content.

Private Equity Content:

* Coordinate and collaborate on knowledge, assets, enablement, and other tools to scale AI knowledge at private equity firms and portfolio companies; support operations to distribute and manage the content
* Create high-quality content and assets (impact playbooks, customer success stories, etc.) that address pain points and showcases how the product can solve their problems, ultimately influencing CxOs to adopt the solution.
* Collaborate with members of other customer facing functions in developing and executing on strategic growth plays

In this highly visible role, you will work closely with Practice leadership, SWAT Teams and relationship development teams to champion value selling, execute cross-functional value assessments for our priority customers, gain sponsorship from senior customer stakeholders, act as a strategic adviser and partner, and assist with deal structuring and proposal development efforts for the largest deals and most strategic accounts.

It is important to have a strong understanding of the private equity landscape and the ability to optimally communicate Salesforce value to portfolio company CxOs. A solid understanding of the Salesforce platform and ecosystem is also crucial for success.

RESPONSIBILITIES

* Client Engagement: Work directly with AI SWAT Team and Relationship Managers across all steps in the customer lifecycle, from strategic alignment, project justification, and commercial proposals to measuring the realized value of targeted business outcomes.
* Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities
* Sales Partnership: Work closely with internal sales teams and other functions to help define account strategies and prioritize sales initiatives, based on value creation potential and opportunity size
* Thought Leadership: Provide thought leadership, training, and consultative partnering with internal sales and other teams throughout and beyond the sales cycle

REQUIRED EXPERIENCE

* 6+ years of work experience, including 2-3 years of IT strategy consulting, value advisory or management consulting experience
* A mix of business and technical acumen with the ability to engage and add value in discussions involving digital transformation, industry trends and IT best practices
* Proficient in developing C-level connections and gaining deep insight into the business dynamics of large complex enterprises and can help shape customers’ growth and change agenda, as well as foresee organization impacts brought by technology.
* You will have substantial experience working internationally, both with international clients and on international teams.
* Strong analytical and problem solving skills, including the ability to derive meaningful insights from large amounts of information and clearly communicate complex ideas to customer senior executives, while handling questions and objections
* Creative, high-energy, self-starter comfortable leading and executing initiatives and handling conflicting demands creatively and quickly
* Ability to understand customer pain points, how to build high level recommendations to solve those pain points, and how to measure the impact
* Proven track record of both engaging and challenging senior executives with a strong point of view
* You will be an independent, self-starter with a strong work ethic and personal drive, and character qualities that match with our company’s core values and inspire others to follow and act.
* You will be curious, entrepreneurial and scrappy, working quickly to deliver on the fast pace of Private Equity.
* You will have a superior ability to build and maintain strong and successful working relationships with customers, peers, partners.
* You will have a willingness to travel on as-needed basis >30% of the time.
* You will be degree educated with excellent business/professional English communication skills.

DESIRED EXPERIENCE

* Exposure to private equity/credit, venture capital, top tier consulting, investment bank, M&A, strategy, enterprise software, or digital transformation
* BA/BS in business, finance, economics, math, engineering, marketing, or related areas, preferred; MBA is a plus
* Experience in dealing with complex governance models (Private Equity, portfolio companies, external stakeholders)