Managing Director, Health Care Value Strategy

Salesforce•New York, TX

4d•$198,940 - $291,340•Remote

About The Position

We're seeking a strategic and results-driven senior leader to drive transformation within our Business Value Services organization. This leader will build and lead a team focused on outcome engineering, value realization, and consumption-based growth. You'll be responsible for shifting our approach from reactive business case development to proactive, outcome-led customer engagement that drives measurable consumption and long-term value.

Requirements

15+ years of experience in management consulting, business value services, or strategic advisory roles.
5+ years of people leadership experience, managing and developing high-performing teams.
Proven track record of driving business transformation initiatives and quantifying ROI/business value.
Deep understanding of value-based health care, consumption-based business models, and health outcome measurement frameworks.
Excellent executive presence with ability to influence C-level stakeholders, such as health care CFOs and Line of Business Executives.
Platform Curiosity: A strong interest in technology transformation and the ability to credibly articulate how CRM/AI platforms drive measurable financial outcomes.

Nice To Haves

Familiarity with leveraging data analytics and AI for clinical research or end-to-end patient journey mapping is a plus.
Business model or P&L experience across the health care industry, including biopharma, medtech, or health care payers/providers.
Background in outcome-based selling, value engineering, or business case development.
Understanding of standard sets of outcome measures and global health care benchmarking, especially for creating new standards with AI.
Understanding of AI/ML technologies and their applications in clinical research or patient mapping.
MBA, MD, or advanced degree in business, economics, health care administration, or related field

Responsibilities

Define and execute the strategic direction for value-based health care consulting and outcome engineering.
Build, mentor, and scale a high-performing team of business value consultants, fostering a culture of innovation and continuous learning.
Partner with Sales Leadership to integrate outcome-led approaches into account planning and sales methodology
Develop point-of-view content and thought leadership on health care transformation, value realization, and improving patient outcomes
Lead CFO briefings, translating Salesforce capabilities into finance-language outcomes, such as EBIT impact and operational leverage.
Run Board-ready ROI workshops with customer finance and strategy teams, benchmarking against industry peers.
Advise on multi-year financial transformation roadmaps, positioning Salesforce as a strategic platform.
Connect Salesforce's revenue and cost impact directly to the P&L of Line of Business (LOB) executives.
Partner closely with Sales, Industry Strategy, Solution Engineering, Professional Services, and Customer Success to embed outcome engineering throughout the customer lifecycle.
Collaborate with clients across the health care value chain, including providers, payers, systems and services, biopharma, and medtech, to influence strategies based on value drivers
Build a process to stress-test competitive pricing models and expose vulnerabilities that the account team may rationalize away.
Review key account deal structure for financial risk, including payment terms, contractual exposure, and credit/budget alignment.
Identify key account deal 'blockers' hidden in financial organization dynamics, such as competing capital expenditure initiatives.