Director, Customer Strategy


March 31, 2021

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Job Category
Enterprise Strategy
Job Details
Primary Objective: Drive revenue growth by articulating the strategic business impact of Vlocity solutions to prospective and current customers, with the objective of enabling maximum business value realization from digital transformation investments. Specific Responsibilities:
  • Align with Vlocity sales executives to position the business value agenda at the
heart of all key sales opportunities.
  • Leverage your inner entrepreneur to build and manage a robust value
engagement pipeline
  • Lead cross functional teams in strategic customer engagements to establish a
clear understanding of the value that Vlocity delivers
  • Work with top customer executives to drive technology enabled transformation.
  • Connect business strategies with IT strategies to generate real impact and
measurable results
  • Engage with the Vlocity partner ecosystem to establish the Vlocity Value
  • Build new tools and frameworks to support the scaling of value selling concepts
to customers, prospects, and Vlocity employees
  • Build expertise in Vlocity industries and process areas, develop thought
leadership, and serve as a public speaker at customer events
  • Conduct ad hoc research and analysis in support of Company objectives
  • Build and grow a world-class value selling team

Performance Metrics
  • Quality: determined by Sales, Customer Strategy Team, and Customer feedback
on deliverables
  • Impact: # of closed deals, revenue, customer satisfaction, and customer retention/expansion
  • Throughput: determined by number of deliverables created
  • IP Development: determined by building expertise in select Vlocity industries and
product areas, and developing new IP in support of Company objectives Experience
  • Essential: Experience leading strategic engagements with senior-level customer
  • 8 to 10+ years of experience in management consulting and/or value selling
  • Experience building and growing a team of senior-level individual contributors
  • Project leadership experience
  • Financial analysis capabilities
  • Storyboarding / PPT
  • Industry experience in Communications, Media, Utilities, Insurance, Health
Insurance, or Public Sector.
  • Experience of working in a pre-sales role within an enterprise software
  • Experience in driving digital transformation
  • Experience in marketing, sales, or service-related processes

  • Ability to investigate a potential customer’s business & IT drivers and identify the
‘burning platform’ that needs to be addressed
  • Ability to competently navigate the multi-dimensional and high paced pre-sales
environment of an enterprise cloud company
  • Ability to build compelling business value stories
  • Solid understanding of financial statements & terms, their implications,
comparative financial analysis
  • Strong oral and written communication skills
  • Project management
  • Strong proficiency in Microsoft Office applications, including the use of Visual
Basic and Excel-based macros
  • Team player with strong interpersonal skills

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