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Job Information, Inc Business Value Services Director - Healthcare, Life Science | Tableau in Trenton, New Jersey

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Job Category

Business Value Services Group

Job Details

What you’ll be doing…

The Business Value Services (BVS) Director, Strategic Accounts is an individual contributor who performs as a senior level consultative sales leader that works closely with the sales teams applying value based selling techniques and strategies to progress opportunities. This is a strategic role that combines competencies of strategy consulting, sales, and value engineering along with Analytics expertise.

To succeed in this role you will need to combine previous work experience in analytics/business intelligence and one of the following industries: Healthcare Payers, Healthcare Providers, or Life Science . You will demonstrate the ability to think strategically and craft sales plays that will be deployed across Tableau’s entire customer portfolio. You will collaborate with cross functional corporate and sales teams, act as a facilitator, and assist the teams to drive towards tangible sales methodologies and assets.

In addition, you will work directly with some of Tableau’s most strategic Healthcare & Life Science (HLS) customers to leverage the developed sales plays to create Industry Point of Views, understand their Business Intelligence needs, build credible Business Cases, and assist with proposals, driving larger deal transactions and penetration with customers.

Some of the things you’ll be doing include …

Develop Sales Plays

  • Structure a clear strategy and engagement process with customers (e.g. with sales plays) using a wide range of partners and domain knowledge

  • Collaborate with and enable the sales organization to execute different sales plays

  • Assist sales team with industry research, account planning, executive alignment, and essential communications

  • Conduct industry research, identify trends and needs, and translate those into clear sales assets

  • Author thought leadership content on Tableau benefits, industry value, and “all things value” using your domain industry and functional knowledge

Engage with Strategic Customers

  • Work closely with customers to identify, prioritize and quantify key business drivers to understand how Tableau will tackle their problems and create customer value

  • Facilitate cross-functional discovery sessions to identify key business requirements, build customized business cases and measure their financial impact

  • Collaborate with the account team and internal customer champions to drive them towards critical thinking that drive business results

  • Create tailored value assets and artifacts to assist field teams’ ability with discussing value and business case outcomes specific to their customer

Transfer Knowledge

  • Evangelize the value selling at Tableau and help a diverse set of partners to master the methodology

  • Provide thought leadership & coaching to sales and customer success teams to accelerate sales cycles and adoption

  • Assist with the development, rollout, and adoption of value selling enablement materials

Who you are…

  • Experienced. Experience of 7+ years in one or more of the following: Value Engineering, Management Consulting, Business Development, Go-To-Market Strategy.

  • Subject Matter Expert. Domain expertise and work experience in Healthcare Payers, Healthcare Providers, or Life Science.

  • Passionate about Customer Experience. Experienced in customer-facing roles. Comfort in engaging with senior executives and strong executive presentation skills.

  • Rapport Builder. Good relationship-building skills, situational awareness in handling objections, and ability to grow and nurture relationships with customers and internal stakeholders.

  • Analytical. Demonstrated deep quantitative and qualitative analytical ability, including financial analysis, and ROI/TCO modeling to justify technology investments. Experience in model automation for run/repeat/self-service scenarios.

  • Researcher. Strong discovery and probing skills, conduct industry and account level research.

  • Communication Finesse. Strong verbal and written communication of qualitative and quantitative business cases.

  • Leadership. Natural leader and self-starter who can lead without authority, coordinate multiple efforts towards common goals, and help other team members to excel in their work by knowledge transferring/sharing.

For Colorado-based roles: Minimum annual salary would be $133,560.00 You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link:



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