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Job Category

Development & Strategy

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

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Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to
connect with their customers in a whole new way. We are the fastest growing of the top 10
enterprise software companies, the World’s Most Innovative Company according to Forbes,
and one of Fortune’s 100 Best Companies to Work For six years running. The growth,
innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on
delivering success for our customers while also finding time to give back through our
1/1/1 model, which leverages 1% of our time, equity, and product to improve
communities around the world. Salesforce is a team sport, and we play to win. Join us!
Role Description
The Senior Analyst will be a key member of the GSRM team and will review Professional
Services deals for accuracy, risk evaluation, mitigation, and strategic business consideration.
The goal is to ensure that Global Services deals are developed and issued to a consistent
level of quality, an acceptable level of risk, meeting strategic business goals, resulting in an
approval recommendation and risk profile for all approval levels.
The ideal candidate will be able to:
1. Identify and understand the strategic, holistic value proposition and business impact of
professional services deals for Salesforce.
2. Review and evaluate selected professional services deals across all areas of
commercial risk including business terms, solution structures, and pricing with an
eye to accuracy, adherence to standards and executive direction, staffing adequacy,
scope and delivery risk, labor estimates, and mitigation for these risks areas.
3. Advise and coach sales teams on policies, process, risk evaluation, and mitigation,
interfacing with other stakeholder organizations to ensure best possible deals are
released to the customer.4. Work closely with the Global Deal Desk, Legal, Revenue Recognition, Professional
Services Deal Teams, Sales Operations, and Technical Operations for an overall
evaluation of services deals.
5. Take ownership of multiple, concurrent deal review assignments and be responsible
for the timely delivery of results, adhering to SLA requirements.
6. Have a solid understanding of professional services business functions, including
sales, project/program management, risk management, and consulting services
operations.
7. Build a collaborative partner relationship with business leaders and various internal
operational teams.
8. Be intellectually curious and passionate about business drivers and issues, new
processes, products, systems, and technologies.
9. Be comfortable making controversial decisions under high-pressure situations, with
the ability to communicate sound rationale for deal objections in a poised,
diplomatic, and effective manner.
10.Effectively maneuver through the various organizations; influence, engage and
inspire others; and maintain pace with the ever-changing and growing landscape at
Salesforce.
11.Embody a “can-do” spirit, a sense of optimism, positivity, and commitment, and
cultivate a culture of teamwork, trust, and mutual respect in a small, cohesive,
high-performing, fun team environment.
12.Possess program and project management experience and the ability to manage
multiple complex priorities in parallel.
13.Develop and implement competitive pricing models for cloud solutions, SaaS, IT
services and Conduct market research and competitor benchmarking to optimize
pricing strategies.
14.Establish contract management policies and governance procedures. Collaborate
with cross-functional teams to support deal desk operations and ensure successful
contract execution.
This role additionally requires excellent problem-solving, time-management, and
organizational skills. The candidate should be comfortable in a shifting environment,
self-motivated, an independent worker that also possesses strong partnering and teamwork
skills. Candidates must be able to accommodate variable and frequently unpredictable
workloads that can happen at any time but are often associated with fiscal quarter or
year-end boundaries. This position requires advanced communication skills to collaborate
effectively within a large, matrixed organization and a high level of comfort with public
speaking and presentations.Responsibilities:
● Create Professional Services deal reviews and risk profiles with detailed accuracy,
supporting KPIs, and risk mitigations that provide strategic benefits to Salesforce.
● Partner and coach sales teams on policies and guidelines, processes, risk
identification, and mitigation.
● Document findings, risk, and key financial information once the deal review is
complete and render a recommendation for deal approval
● Contribute to the sales feedback loop for sharing learned lessons enabling
continuous improvement of deal development.
● Create and deliver easily consumable presentations to large groups of stakeholders
and executives that showcase actionable insights and recommendations to help
drive services risk management strategy and operation.
● Participate in internal GSRM projects or infrastructure development, as needed.
Required Skills and Qualifications:
● 5+ years experience in general professional services, program/project management,
consulting operations and progressive experience in a tech services environment
(SaaS, Cloud services, etc.).
● 2+ years experience in structuring, supporting, and/or selling professional services
deals and contracts (PSA, SOW)
● Strong understanding/working knowledge of professional services for technology
companies, cloud technology preferred
● Basic understanding of Professional Services revenue recognition rules
● High level of ethics, independence, and professionalism
● Ability to travel up to 20%
● Excellent soft skills; Ability to successfully establish relationships and team with
Professional Services Sales and Delivery Excellence
Preferred skills
● Background in Economics, Administrative Studies, Corporate Law, or a related field.
● PMP/RMP/ACP certification highly desirable but not required
● Strong communication skills. Advanced/Proficient English.
● Industry experience in CRM, Financial Services, Health Life Sciences, or Retail
desirable
● Experience and conversant in Lean/Agile principles and techniques
● Experience with Salesforce products and functionality
● Professional Services Risk Management experience a plus

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

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