Director, Business Value Services (BVS)

About Salesforce

We're Salesforce, the Customer Company, inspiring the future of business with AI, Data, and CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in entirely new ways. And we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and helping to improve the state of the world. If you believe that business is the greatest platform for change and that companies should be able to do well and do good, you've come to the right place.

Role

Salesforce Business Value Services (BVS) serves as a strategic advisor, helping customers drive transformation and make executive decisions by deeply understanding their business and management challenges and clearly articulating the business outcomes that investments in Salesforce can deliver.

BVS is not focused on explaining Salesforce products and features. Instead, it understands customers' business strategies, industry dynamics, competitive landscape, business challenges, and financial and operational KPIs, and structures, quantifies, and communicates the transformation enabled by Salesforce through a Business Value lens.

Within strategic enterprise accounts and large, complex opportunities, BVS collaborates with sales representatives and the broader Extended Team to develop customer-specific Value Narratives, Business Cases, and Executive Stories.

Through dialogue with executives, including CxOs, BVS clarifies the case for change, the desired future state, expected business value, and investment rationale, supporting customer decision-making and the development of a long-term strategic partnership with Salesforce.

Responsibilities

Partner with enterprise sales teams to develop a Value-led Account / Opportunity Strategy based on the customer's business challenges, business strategy, industry environment, competitive landscape, and decision-making structure.

Leverage market, industry, and company research, public information, customer data, and other relevant sources to develop hypotheses about the customer's current state, challenges, future needs, and value creation opportunities.

Through Discovery and Executive Engagement with customers, clarify business challenges, transformation themes, Business Outcomes, and key KPIs.

Organize complex information and build a compelling Value Narrative / Transformation Story tailored to the customer's specific context and priorities.

Articulate how multiple Salesforce products, solutions, and use cases connect to the customer's business and management outcomes.

Use ROI, payback period, TCO, Cost of Inaction, and other measures to establish the economic rationale needed to assess the validity of an investment in Salesforce and support decision-making.

Design and lead presentations, Executive Workshops, Business Case Reviews, and other engagements for CxOs and senior executives, and develop business cases based on customer responses and the outcomes of discussions.

Anticipate risks arising from the customer's decision-making process, competitive environment, Deal Cycle, stakeholders, and other factors, and develop response strategies with the Account Team.

Share BVS methodologies, Business Cases, analytical approaches, and best practices with the team, and coach other team members as needed.

Experience & Skills

• Business & Industry Acumen: Ability to understand a customer's business model, business strategy, financial position, operational KPIs, industry structure, and competitive environment, and identify the business priorities that matter most to the customer.
• Strategic Problem Solving & Insight: Ability to organize and structure complex and ambiguous information and clarify the issues that are critical to customer decision-making.
• Value Discovery & Value Narrative: Ability to uncover business challenges, Business Outcomes, KPIs, and value creation opportunities through customer dialogue and translate them into a customer-specific Value Narrative.
• Financial Modeling: Ability to quantify Business Value using the customer's financial and operational data.
• Executive Storytelling & Communication: Ability to translate complex analysis and technology into concise and compelling messages that executives can quickly understand and use to make decisions.
• Executive Engagement & Facilitation: Ability to design and lead dialogue with executives, including CxOs, and deepen customer discussions as a Trusted Advisor.
• Strategic Account & Transformation Planning: Ability to assess and shape long-term customer relationships, deal size, multi-year strategies, and Transformation Roadmaps through a Business Value lens.
• Language Proficiency: Excellent communication skills in Japanese and business-level proficiency in English.