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Associate Director: Salesforce Value Strategy
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IQVIA develops and markets a complete value proposition addressing the needs of Healthcare and Life Sciences customers from development through commercialization (Molecule to Market) including data, technology, and services.
Our purpose-built expansive industry offering aims to provide the value that matters most to our customers and inspires a new way of operating in a rapidly changing environment. Part of the growth and success IQVIA has in the industry is built upon our best-in class platform of platform strategies. We continue to deliver strong technology partnerships with key industry players, notably Salesforce. IQVIA has leading technology solutions that are built on top of Salesforce worldwide leading technology. Examples include our Orchestrated Customer Engagement suite including CRM, Marketing, territory optimization, commercial and compliance and our Orchestrated Clinical Trials suite.
We are seeking (2) highly motivated, passionate people to support our Commercial Enablement organization, drive and expand the Salesforce technology partnership, and inspire our customers to view new ways of transforming their commercial operations. These individuals will become the primary leaders in defining a common value proposition between IQVIA & Salesforce that unlocks additional growth and opportunities across the Healthcare and Life Sciences industry.
You will be part of our global Commercial Enablement Organization, a globally focused business established to drive a consistent customer view, enhance, and standardize our sales processes, and drive deeper customer engagement through value messaging that translates across our ecosystem.
Partnering with global and regional business leaders, the Commercial Enablement team is called on to provide GTM Strategy, Commercial Analytics, Value Strategy, Sales Engagement, Enablement, & Training,
We are looking for a strong hands-on, pragmatic dreamer and optimistic person for this role. This is a new and key role focused on aligning the breadth of our solution capabilities to the tangible commercial goals and objectives of our customers. You will be a thought leader who can articulate a strategy and then operationalize it into a strong value proposition. This value proposition will be the game changing strategy to improve the commercial operations of every Healthcare and Life Sciences organization.
**As our Salesforce Value Enablement, you will**:
- Establish relationships with key GTM individuals within IQVIA & Salesforce to define common value propositions that will serve as the basis for co-engagement account strategies.
- Develop functional and technical solution architecture frameworks that demonstrate the combined value of our IQVIA & Salesforce offering
- Build dynamic entry point and expansion strategies that allow IQVIA to be adaptive and responsive to unique customer needs. Ensure all frameworks begin with a customer-first approach.
- Coordinate across IQVIA with Commercial Enablement, Commercial Strategy & Operations, Product, Marketing, Sales, Partnership and Delivery teams to ensure that the strategies you develop are presented, adopted, and executed across the organization
- Act as the Value Strategy leaders for the Salesforce Partnership. Continue to develop and cascade best-in class strategies, key business wins, and insights across IQVIA GTM teams
- Ensure frameworks developed enable IQVIA & Salesforce to effectively convey value at multiple stakeholder levels from C-Level down to Procurement levels.
- Define and articulate the value messaging case, explain the ROI, sell it across several functions within IQVIA Commercial Technologies, and empower the necessary teams to execute upon it.
- Perform commercial modeling of our customers ecosystems, with a focus on defining the decision makers, key pain points, and interconnectivity (or lack thereof) of our customer’s commercial model. Ability to then take this information and articulate how our value messaging strategy provides value
- Assist with developing value messaging associated with targeted opportunities and validate that messaging is aligned to customer value themes
- Conceptualize our value messaging vs. the competition. Highlight our areas of opportunity and competitive strengths. Identify gaps where we need to expand our solution offering and/or integrate additional parts of the IQVIA ecosystem to improve our value messaging
- Coordinate with (1) additional IQVIA & Salesforce Value Enablement Associate Director on all initiatives above
**Qualifications**:
- Bachelor's degree from an accredited college or University required. MBA Preferred
- Extensive experience with strong knowledge and/or experience in Salesforce technology offering (Sales, Service, Commerce, Marketing, Integration, Reporting & Dashboarding)
- Proven ability to translate technical features and functions into business capabilities, business benefits, and real business impacts.
- Adept at navigating a highly matrixe
