Director, Business Value Services

Salesforce•Irvine, CA

2d•$157,220 - $256,060

About The Position

Salesforce is hiring a Director of Business Value Services for its Technology, Media, and Telecommunications (TMT) industry team. The role combines frontline commercial execution, executive advisory, and strategic consulting, partnering with senior sales leaders on large, strategic enterprise accounts. The Director engages C-suite and executive stakeholders to shape transformation programs, quantify business outcomes, and drive commercial success. The role develops value-based strategies and C-level account plans, and creates business cases, investment justifications, deal structures, and commercial proposals. It spans the sales cycle from strategic alignment and value discovery through deal support and post-sale measurement of realized value. The position also contributes to internal enablement, methodology development, and best-practice sharing across sales, solution engineering, industry teams, and other partners. The Director provides thought leadership, mentors team members, and helps scale value methodologies across Salesforce.

Requirements

Proven experience in the enterprise Technology, Media, and Telecommunications (TMT) market.
Expertise building and presenting business cases to executive and C-level clients, including leading complex, value-driven conversations.
A track record of shaping deals, influencing commercial strategy, and driving business outcomes in complex enterprise sales environments.
Background in management consulting, corporate strategy, or customer-facing advisory roles, with demonstrated success in outcome-based selling and translating complex data into clear executive narratives.
Strong analytical, problem-solving, and advanced financial modeling skills, including the ability to derive insights from large amounts of information, communicate takeaways, and handle objections.
Ability to collaborate in matrixed organizations and align sales, solution engineering, pricing, legal, industry teams, and other partners.
Comfort discussing business strategy and technology enablement and helping customers move from their current state to a future state.
Creative, high-energy self-starter able to lead and execute initiatives and handle conflicting demands.

Nice To Haves

15 or more years of relevant professional experience.
MBA or equivalent advanced degree.
Familiarity with enterprise SaaS business models, enterprise software, and Salesforce solutions.

Responsibilities

Advise major enterprise TMT accounts throughout the customer lifecycle, from strategic alignment through measurement of realized value.
Engage customer executives to understand priorities and co-develop strategic investment cases tied to business goals.
Partner with internal sales leadership on high-priority accounts to shape pursuit strategies, qualify opportunities based on business impact, and prioritize initiatives by value potential and opportunity size.
Facilitate internal and external engagements to assess current and future business capabilities, identify business drivers and transformational opportunities, and quantify outcomes such as ROI, TCO, and payback period.
Lead the development of business case presentations, executive narratives, and ROI analyses to support and expand sales opportunities and communicate Salesforce’s impact.
Help develop commercial strategies and deal structures, support negotiations, align customer value with growth objectives, and identify and mitigate strategic, competitive, and operational risks.
Partner with customer success and sales teams after sale to track and communicate realized value.
Drive internal enablement, evolve methodologies, and share best practices across sales, solution engineering, industry teams, and other stakeholders.
Provide thought leadership and consultative support throughout the sales cycle, mentor team members, and help scale value methodologies across the organization.