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Salesforce

Senior Manager, Business Approvals Team

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Job CategoryFinance and OperationsJob Details

PURPOSE AND OBJECTIVES:

Salesforce is seeking to expand the Business Approvals Team with an additional resource to support our Outsourced Service Provider (“OSP”) sales motion.Frequently referred to as BPOs in the industry, these are Customers who are authorized to: procure, control, manage and operate the Salesforce Service on behalf of named End Clients and within tightly bounded use cases.

EXPECTATIONS AND TASKS:

The member of the Business Approvals Team will be responsible for following the prescribed process to qualify the deals as having the required characteristics of the OSP model, to educate the stakeholders and approvers, document the process, and secure approvals from multiple stakeholders.

The successful candidate will shadow an existing resource in the US during the training period, and share the load across all regions, verticals and product lines.

MAJOR RESPONSIBILITIES:

  • Engage with the direct selling teams for both the Customer and the End Client to review the deal and definitively determine there are no other sales motions capable of closing the deal
  • If the OSP model does not fit, execute a warm handoff to the Alliances Team [Reseller Concierge] or ISV PAM should those programs be a better option
  • Execute on the established process whereby OSPs are authorized to procure, control, manage and operate on behalf of specific end clients and use cases or projects
  • Seek counsel from team members should a deal extend beyond the intended boundaries or involve requests that have not been documented or approved
  • Document the work approvals as they arrive and overall status as being: in progress, approved, completed or denied
  • Be prepared to provide support during a SOX audit and defend the work as having all the required approvals before legal matter is executed

SKILLS:

  • 8 to 10 years in operational roles such as sales operations, legal operations, pricing, process management
  • Self-motivated professional who can manage their workload and attend to requests across Japan and APAC
  • Must be well versed in enterprise-class, cloud-based, subscription-based models
  • Understanding of the various types of BPO models and understanding of our outsourcing model
  • Ability to quickly and correctly determine the best sales motion for the End Client
  • Strong operational skills with the ability to recommend changes to processes, and tools
  • Proven ability to execute on a customized and non-standard model in a cross-functional environment
  • Strong tolerance for and experience dealing with ambiguity and developing standards

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