Analyst / Sr. Analyst, Global Distribution M&A

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Job CategorySales

Job Details

Salesforce is growing at the speed of light, both organically and through acquisitions. We are seeking an experienced Analyst/Sr. Analyst to join the Global Distribution Mergers & Acquisitions (M&A) function. This role will help fuel long term growth of our acquired companies. We do this by defining and working cross-functionally to implement M&A Sales and Post-Sales Go to Market (GTM) strategies in the first 0-2 years post-acquisition.

The role will support defining and driving alignment on M&A GTM plans, and executing these plans through the integration process. The role will identify and report on key indicators of acquired companies' sales and post-sales performance and market opportunity, use those findings to support the strategic agenda and drive projects for the sales and post-sales integration, and present recommendations to sales and post-sales leadership. Projects will include business planning, market segmentation, pipeline analysis, coverage optimization, dashboard development, and ongoing performance measurement. Deliverables range from robust analytic models, custom performance analysis, tactical business initiatives, and the packaging of findings into presentation-ready content for Salesforce and acquired company executives.

The ideal candidate for this role will possess a passion for creating innovative analysis, the ability to synthesize information and present recommendations that go beyond the numbers, as well as the energy to give to projects impacting and transforming the business. The individual is highly curious, organized, driven, and thrives in a fast paced environment.

Responsibilities

• Post-acquisition close / interim period joint go-to-market (GTM) execution: Work cross-functionally across our distribution organization on the joint Salesforce/acquired GTM design and integration plan, starting from close prep (0 day post close) through to 6-18 months after acquisition, depending on size. Includes activities such as:
  • Support defining and facilitating alignment on joint operating plan (i.e. translating how the M&A Sales and Post-Sales GTM strategy will be implemented)
  • Partnering across Salesforce and acquired companies to execute the M&A GTM operating plan
  • Providing key GTM insights and analysis to support the design of GTM collaboration programs and post-close measurement of their effectiveness
  • Developing dashboards to provide visibility into progress toward program targets and derive insights into effectiveness of collaboration programs
  • Supporting the post-close M&A data strategy, stakeholder communications, and working with cross-functional owners to execute
  • Assisting the acquired company through each stage of the fiscal year planning cycle, including insights to support GTM design decisions, including sales territories, quotas, etc.
  • Partnering cross-functionally with systems and process owners across Salesforce and acquired companies to deploy and monitor scalable GTM tools that facilitate collaboration, accelerate ACV growth, and increase overall customer success & retention
  • Assist in developing and delivering presentations for senior executives and inform decisions on a daily basis
  • Interact regularly with different functions including Corporate Development, Sales, Post-Sales (services, success, support, renewals), Marketing, Finance, and Business Technology
• Help drive operational excellence and rigor throughout the M&A lifecycle for Distribution M&A across acquisitions. Example activities may include identifying and developing new processes as appropriate to automate and streamline processes, developing playbooks, and tracking milestones/tasks.
• Support definition and alignment of Global Distribution M&A GTM strategy across multiple stakeholders and executives, at Salesforce and acquired companies
• Represent the Sales and Post-Sales functions across the M&A broader ecosystem and vice versa. Communicate and lead meetings with cross-functional peers and across the organization.

Basic Requirements

• 1-2 years of experience in a management consulting, strategy, and/or M&A capacity
• Demonstrates the Salesforce values of Trust, Customer Success, Innovation, and Equality
• BS/BA degree or equivalent experience
• Strong data analysis and logical reasoning skills, with experience analyzing datasets using Excel, SQL, and Tableau
• Confidence and strong presentation skills, with experience developing decks conveying insights from data analysis using Google Slides, and presenting to peers and leaders
• Managing Ambiguity: Ability to effectively work and lead a cross-functional team through a high degree of movement and change. Demonstrates consistent ability to set a vision, prioritize, cut through noise and execute through ambiguity.
• Management Ability: Perceptive and future oriented, is able to delegate and effectively organize teams, work so they scale and achieve high quality, repeatable, consistent results.
• Analytical Skills and Strategic Thinking: Understands how strategy impacts operations and vice versa, and can translate strategy into analytics and operations.
• Executive Presence/Relationship Building: Demonstrates high EQ, tact, diplomacy, and self awareness. Is able to have courageous difficult discussions, influence and negotiate, navigate productively through conflict, and lead cross functionally at peer level and above to drive decisions forward.
• Innovation: Demonstrates grit in the face of challenges, adversity. Independently develops new solutions to old problems, knows how best to effectively use resources to achieve goals.
• Growth/Beginner's Mindset: Is comfortable working from limited information, asking new questions, seeking new answers to old questions. Continuously seeks to improve and standardize processes, systems, has and demonstrates a strong bias towards building systems, processes, tools, that scale.
• Results Oriented / Initiative: Self starter, excels in self directing, solution seeker, seeks new opportunities, does things without being told, requires minimum supervision. Is consistently accurate, delivers high quality work and on time. Looks for lasting results and long term solutions.
• Leadership: Takes ownership, demonstrates high EQ, Inspires people, expresses gratitude, is humble, authentic, leads by example, is transparent, honest and behaves with integrity, cultivates trust.

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