Director, Business Value Services

Salesforce•San Francisco, CA

6d•Hybrid

About The Position

This is an outstanding opportunity to join Salesforce’s Business Value Services (BVS) team, representing a unique blend of frontline commercial execution, executive advisory, and long-term strategic consulting. The BVS team partners directly with senior sales leaders on our largest, most strategic accounts. As a Director of Business Value Services, your primary focus will be to directly engage with C-suite and executive stakeholders to shape transformational programs, quantify business outcomes, and drive commercial success within the TMT industry. You will be instrumental in defining value-based strategies, developing C-level account strategies, building executive-ready business cases, investment justifications, deal structures, and commercial proposals for our clients. This role sits at the intersection of sales execution and long-term strategy, making it ideal for highly passionate, commercially savvy individuals with a passion for customer impact and tangible business results.

Requirements

Proven experience in the Enterprise Technology, Media, and Telecommunications (TMT) market.
Expertise in building and presenting compelling business cases to executive and C-level clients, with the ability to lead complex value-driven conversations.
A track record of shaping deals, influencing commercial strategy, and driving business outcomes across complex, enterprise sales environments.
A background in management consulting, corporate strategy, or customer-facing advisory roles with demonstrable success in outcome-based selling and distilling complex data into crisp, executive-friendly narratives.
Strong analytical, problem-solving, and advanced financial modeling skills.
The ability to simplify, derive meaningful insights from large amounts of information, and clearly communicate key takeaways while handling objections.
Ability to thrive collaboratively in matrixed organizations, driving alignment across sales, solution engineering, pricing, legal, industry teams, and other key partners.
Comfort engaging in discussions that bridge business strategy and technology enablement, acting as a strategic thinker who enjoys helping customers "cross the chasm" from their current state to a future state.
A creative, high-energy self-starter who is comfortable leading and executing initiatives while creatively and quickly handling conflicting demands.

Nice To Haves

15+ 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 across all steps in the customer lifecycle, from strategic alignment to measuring the realized value of targeted business outcomes.
Engage with customer executives to understand their priorities and co-develop strategic investment cases tied to their business goals.
Work closely with our internal sales leadership on high-priority accounts to shape pursuit strategies, qualify opportunities based on business impact, and prioritize sales initiatives based on value creation potential and opportunity size.
Facilitate internal and external engagements to uncover customers' current and future business capabilities, discover key business drivers, identify transformational opportunities, and quantify financial outcomes (e.g., ROI, TCO, payback period).
Lead the creation of compelling business case presentations, executive narratives, and ROI analyses aimed at accelerating, justifying, and expanding sales opportunities while communicating Salesforce's differentiated impact.
Assist in the development of commercial strategies and deal structures, partnering cross-functionally to support deal negotiations.
Align customer value with growth objectives while proactively identifying and mitigating strategic, competitive, and operational risks.
Post-sale, partner with customer success and sales teams to track and communicate realized value, reinforcing the long-term strategic partnership.
Drive internal enablement, methodology evolution, and best practice sharing across sales, solution engineering, industry teams, and other stakeholders.
Provide thought leadership and consultative partnering throughout the sales cycle, mentor team members, and help scale value methodologies across the broader organization.