Senior Manager, Business Value Services

Salesforce•Chicago, IL

About The Position

Salesforce is the #1 AI CRM, where humans with agents drive customer success together, focusing on ambition, action, tech, trust, and innovation. The company is looking for Trailblazers passionate about bettering business and the world through AI, driving innovation, and upholding Salesforce's core values. This role is part of the company's vision for workforce transformation in the agentic era, with Agentforce being the future of AI. The Senior Manager, Business Value Services will engage directly with customer executives to develop strategic investment cases, partner with sales leadership on high-priority accounts, facilitate workshops for value discovery and quantification, lead business case development, shape commercial strategies, support deal negotiations, and track realized value post-sale. The role also involves driving thought leadership and mentoring junior team members.

Requirements

Proven Executive Engagement Experience: Ability to lead complex value-driven conversations with C-level stakeholders in TMT Technology, Media, and Telecommunications.
Commercial Acumen: Track record of shaping deals, influencing commercial strategy, and driving business outcomes across complex, enterprise sales environments.
Strategic Storytelling Skills: Ability to distill complex data and insights into crisp, executive-friendly narratives that influence decision-making.
Consultative Mindset: Background in management consulting, corporate strategy, or customer-facing advisory roles with demonstrable success in outcome-based selling.
Analytical Rigor: Advanced financial modeling and quantitative analysis skills with the ability to simplify and communicate key takeaways.
Cross-Functional Leadership: Experienced in navigating matrixed organizations, driving alignment across sales, solution engineering, pricing, legal, and customer success teams.
Technology Curiosity: Comfort engaging in discussions that bridge business strategy and technology enablement.

Nice To Haves

10- 15 years of relevant professional experience
Experience supporting or selling into TMT verticals
MBA or equivalent advanced degree
Familiarity with enterprise SaaS business models and Salesforce solutions

Responsibilities

C-Suite Advisory: Engage directly with customer executives to understand their priorities and co-develop strategic investment cases tied to their business goals.
Strategic Account Planning: Partner with sales leadership on high-priority accounts to shape pursuit strategies, qualify opportunities based on business impact, and accelerate deal cycles.
Value Discovery & Quantification: Facilitate customer workshops to uncover key business drivers, identify transformational opportunities, and quantify financial outcomes (e.g., ROI, TCO, payback period).
Business Case Development: Lead the creation of compelling business case narratives and executive presentations that communicate Salesforce’s differentiated impact.
Commercial Deal Structuring: Partner cross-functionally to shape commercial strategies and support deal negotiations, aligning customer value with Salesforce growth objectives while proactively identifying and mitigating strategic, competitive, and operational risks to accelerate sales outcomes.
Value Realization: Post-sale, partner with customer success and sales teams to track and communicate realized value, reinforcing Salesforce’s long-term strategic partnership.
Thought Leadership: Drive internal enablement, methodology evolution, and best practice sharing across sales, solution engineering, industry teams, and other stakeholders, while mentoring junior team members and helping scale value methodologies across Business Value Services and the broader Salesforce organization.