Job Description

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Job Category Business Value Services Group

Job Details

About Tableau, a Salesforce company
Tableau helps people see and understand data. Our analytics platform fuels exploration, allowing you to quickly answer questions with data and share insights across your organization. Global enterprises, early-stage startups, nonprofits, and governments all use Tableau's intuitive software to transform their data into actionable insights quickly. We are passionate about our product and our mission, and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world!

What you'll be doing...
The Business Value Services Director is a senior-level consultative sales lead that works closely with the sales teams by applying value-based selling techniques and strategies to curate large deals and also progress large opportunities at the Enterprise level.
This is a strategic role that combines competencies of business development, strategy consulting, sales, and value engineering along with Analytics expertise. Some of the things you'll be doing include ...

• Assist sales team with account planning and penetration/adoption strategies
• Drive a higher volume of large deal transactions to increase penetration with customers
• Evangelize the business value of Tableau to the customer and internal communities
• Work closely with customers to identify, prioritize and quantify key business drivers to understand how Tableau will solve their problems and create value
• Develop and deliver compelling business case presentations that accelerate and/or expand opportunities
• Facilitate cross-functional discovery sessions to identify key business requirements, create customized business use case scenarios and financial business case justification
• Structure and manage an engagement process with customers
• Help drive customers toward strategic thinking that drives business results
• Provide thought leadership & coaching to sales to accelerate sales cycles
• Author thought leadership content through PoVs, business cases, proposals etc. on Tableau benefits, industry value, and "all things value"
• Create value assets and artifacts to assist the field team's ability to discuss value and business case development
• Assist with the rollout, adoption and knowledge transfer on best practices on value selling to the field to uplift broader capabilities of the organization to engage in value discussions
• Regular, predictable job attendance

Who you are...

• Experienced. 10+ years of experience in building Strategic accounts and Value-selling.
• A True Team Player. Good relationship-building skills; ability to grow and nurture relationships with customers and internal stakeholders.
• Domain. BS/BA degree; MBA desired. Expertise in the Analytics marketplace; its product's key value propositions and the competitive marketplace. Experience in customer-facing roles in sales, pre-sales, consulting or value consulting.
• Strong communication and presentation skills. Comfort in engaging with senior executives and strong executive presentation skills.
• Highly Technical. Deep financial analysis and modelling of ROI and TCO concepts to justify business cases. Understanding of software deal dynamics and ability to think strategically about driving software opportunities forward; strong selling skills. Executive presence while collaborating with and successfully influencing the C-suite to invest.
• You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world!

Tableau will operate independently under the Tableau brand, driving forward a continued focus on our mission, our customers and our Tableau Community. The acquisition closed on August 1, 2019, and Tableau is a wholly-owned subsidiary of , inc.

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