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 France).

• 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 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

Rejoignez-nous pour transformer notre approche commerciale. Vous allierez innovation stratégique, développement des compétences de vente à haute valeur ajoutée et excellence opérationnelle immédiate. Le rôle est rattaché à notre nouvelle unité opérationnelle Data Foundation (DF), qui commercialise nos solutions leaders pour MuleSoft et Informatica.

Le Data Foundation Value Center of Excellence (COE) est étroitement aligné sur notre organisation commerciale mondiale. En tant que Senior Manager, Business Value Services, vous interviendrez en tant que contributeur individuel au sein du COE. Vous serez responsable du développement et de la mise en œuvre de notre charte, articulée autour de quatre objectifs clés :

• Enablement (Montée en compétences) : Former les équipes mondiales Business Value Services (BVS) pour accroître l'efficacité de la vente de valeur ; renforcer leur maîtrise des leviers de valeur spécifiques à MuleSoft et Informatica ; accompagner les équipes terrain sur les meilleures pratiques de vente de valeur et l'excellence des propositions.

• Outils : Agir en tant que leader d'opinion pour créer et promouvoir l'utilisation de nos meilleurs actifs (modèles, benchmarks, études de cas), afin de garantir une qualité et une cohérence optimales à grande échelle.

• Innovation Commerciale : Concevoir et lancer de nouvelles offres commerciales et approches de mise sur le marché (Go-to-Market) pour stimuler la croissance (ex: contrats illimités, modèles basés sur la consommation, etc.).

• Conseil Senior (Advisory) : Intervenir en tant que conseiller de confiance sur nos opportunités de vente les plus stratégiques ; engager directement les directions générales des clients pour articuler l'impact financier de notre plateforme et soutenir les négociations majeures.

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 aux équipes 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 les équipes 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.