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, to curate and to 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, to prioritize sales initiatives based on sales impact, and to set the direction for the BVS practice(s) in your aligned Operating Units (including Italy).

• Orchestration: Understand, encourage and facilitate optimal BVS resource engagement in evolving sales opportunities; selectively engage directly to deliver internal and external 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 to 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 Italian and English languages

• 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

• Familiarity with Mulesoft and/or Informatica solutions and their business value