Senior Manager, Business Value Services, Paris

Description This is an outstanding chance to drive change, blending long-term commercial innovation, medium-term scale and value-selling skill development and near-term frontline commercial execution! The role resides in our new Data Foundation (DF) operating unit, which brings to market our market-leading solutions for MuleSoft and Informatica.

The Data Foundation Value Center of Excellence (COE) is closely aligned with our global sales organization. As Senior Manager, Business Value Services, you will operate within the COE and be responsible as an individual contributor to develop, coordinate and deliver activities within our COE charter, which spans four key objectives:

Enablement:

Train and provision global Business Value Services (BVS) teams to greater DF value-selling effectiveness, heightening their proficiency in MuleSoft and Informatica specific value drivers and commercial considerations; enable the broader DF field (sales reps, solution engineers, other) on business value best practices and proposal excellence.

Tools:

Act as a thought leader to create, curate and promote usage of our best DF assets for proposals and business cases (templates, models, benchmarks), to improve consistency and quality at scale.

Commercial Innovation:

Design, launch and help to deliver new, compelling DF commercial offerings and go-to-market approaches, to fuel sales growth. These might include new forms of unlimited contracts, pre-commit, or consumption-based license frameworks, etc.

Senior Advisory:

Engage as a trusted advisor on our largest, most strategic DF license sale pursuits, as directed by executive Sales leadership or via support requests from BVS; engage directly with customer executive teams, helping to articulate the strategic and financial impact that our platform can deliver to their organizations; support proposal development and negotiations on our largest proposals.

Job Profile

Sales Partnership:

Work closely with internal Sales leadership and other functions to identify enablement opportunities, prioritize sales initiatives based on impact, and set the direction for the BVS practice(s) in your aligned Operating Units (including France).

Orchestration:

Understand, encourage and facilitate optimal BVS resource engagement in evolving sales opportunities; selectively engage directly to deliver workshops with the goal of identifying, prioritizing, and measuring key business value drivers and metrics.

Deal Negotiation:

Assist in the development and delivery of commercial proposals and deal structures, and share insights with senior sales management to help develop and execute negotiation strategies.

Thought Leadership:

Provide thought leadership, training and consultative partnering with internal sales and other teams throughout and beyond the sales cycle; cultivate the exchange of ideas and standard processes across teams.

Process Improvement:

Lead and/or sponsor initiatives within the COE team and our selling functions to strengthen the execution capabilities of our organization.

Required Skills&Experience

Fluency in French language

Strong leadership skills to guide customers and internal resources through nuanced business value and commercial narratives

Strong professional experience, ideally in consultative and strategic customer-facing roles

Expertise in development and execution of business cases and strategic commercial proposals

Expertise in quantitative analysis and financial modeling

Excellent situational awareness in handling objections in multifaceted customer environments

Strong analytical and problem-solving skills, including the ability to derive actionable 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 driving initiatives and handling conflicting demands creatively and quickly

Candid and engaging communicator with the ability to have courageous conversations

Results-oriented, strategic problem solver who enjoys helping customers "cross the chasm" from current state to future state

A mix of business and technical competence with the ability to engage and add customer value in executive discussions involving both technology and business strategy

Experience in working collaboratively&cross-functionally, particularly with Sales, Solution Engineering, Pricing, Industry teams, Sales Programs, and other key partners

Preferred but not required

MBA

Deep familiarity with technology and/or enterprise software, and practices to communicate value thereof

Deep familiarity with Mulesoft and/or Informatica solutions and their business value

Missions principales

Partenariat Commercial :

Collaborer avec la direction commerciale pour identifier les priorités stratégiques et définir l'orientation de la pratique BVS dans vos régions (incluant la France).

Orchestration :

Faciliter l'engagement des ressources BVS sur les opportunités de vente ; animer des ateliers clients pour prioriser et mesurer les indicateurs de valeur (KPIs).

Négociation :

Soutenir l'élaboration des propositions complexes et partager vos analyses avec la direction commerciale pour optimiser les stratégies de négociation.

Thought Leadership :

Apporter une expertise consultative auxéquipes internes tout au long du cycle de vente et favoriser l'échange de bonnes pratiques.

Amélioration des processus :

Piloter des initiatives transversales pour renforcer les capacités d'exécution de l'organisation.

Profil recherché

Parfaite maîtrise du français et de l'anglais.

Solide leadership capable de guider les clients et leséquipes internes à travers des récits commerciaux complexes.

Expérience confirmée dans des fonctions de conseil stratégique ou des rôles de vente "customer-facing".

Expertise dans l'élaboration de Business Cases et de propositions commerciales stratégiques.

Maîtrise de l'analyse quantitative et de la modélisation financière.

Excellente intelligence situationnelle pour gérer les objections dans des environnements complexes.

Esprit analytique, créatif et autonome, capable de gérer des priorités multiples avec rapidité.

Excellentes capacités de communication, avec l'aptitude à mener des "conversations courageuses".

Capacité à naviguer entre les enjeux techniques et la stratégie d'entreprise pour apporter de la valeur aux interlocuteurs de niveau C‑Suite.

Atouts (Optionnel)

MBA.

Forte culture du logiciel d'entreprise (SaaS) et des solutions Cloud.

Connaissance approfondie des solutions MuleSoft et/ou Informatica.

#J-18808-Ljbffr