Director, Business Value Services

Salesforce•San Francisco, CA

18h

About The Position

Salesforce is seeking a Director of Business Value Services for the Technology, Media, and Telecommunications (TMT) industry. The role combines frontline commercial execution, executive advisory, and strategic consulting, partnering with senior sales leaders on major enterprise accounts. The Director engages C-suite stakeholders to shape transformational programs, quantify business outcomes, and drive commercial success. The position develops value-based strategies and C-level account plans, and creates executive-ready business cases, investment justifications, deal structures, and commercial proposals. It spans the sales cycle from strategic alignment and value discovery through deal negotiation and post-sale value realization, while also supporting internal enablement, methodology development, and cross-functional collaboration. Salesforce describes itself as an AI CRM company focused on helping customers succeed through human-agent collaboration. The company states that it uses AI tools to assist with candidate resume assessment and evaluation, while people make all candidate selection and hiring decisions.

Requirements

Proven experience in the Enterprise Technology, Media, and Telecommunications (TMT) market.
Expertise in developing and presenting compelling business cases to executive and C-level clients and leading complex, value-driven conversations.
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 success in outcome-based selling and translating complex data into clear executive narratives.
Strong analytical and problem-solving skills and advanced financial modeling skills.
Ability to derive meaningful insights from large amounts of information, communicate key takeaways clearly, and handle objections.
Ability to collaborate in matrixed organizations and align sales, solution engineering, pricing, legal, industry teams, and other partners.
Business and technical acumen, including comfort bridging business strategy and technology enablement and helping customers move from their current state to a future state.
Creative, high-energy self-starter comfortable leading and executing initiatives and handling 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

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