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Job Category
Sales
Job Details
About Salesforce
We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too - driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good - you've come to the right place.
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About the Role
This is a high-impact opportunity to join Salesforce's Business Value Services (BVS) team-a unique blend of executive advisory, commercial execution, and strategic consulting.
The BVS team partners directly with senior sales leaders on our largest, most strategic accounts. As Director of Business Value Services, you will engage C-suite and executive stakeholders to shape transformational programs, quantify business outcomes, and drive commercial success. You'll be instrumental in defining value-based strategies, building executive-ready business cases, developing deal structures, and driving differentiated sales motions.
This role sits at the intersection of sales execution and long-term strategy, ideal for commercially savvy consultants with a passion for customer impact and tangible business results.
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.
What We're Looking For
- Proven Executive Engagement Experience: Ability to lead complex value-driven conversations with C-level stakeholders in Technology, Media, and Telecommunications (TMT).
- 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.
Preferred Qualifications
- 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
Accommodations
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Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.
In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.
For New York-based roles, the base salary hiring range for this position is $182,280 to $243,810.
For California-based roles, the base salary hiring range for this position is $182,280 to $243,810.
For Illinois based roles, the base salary hiring range for this position is $182,280 to $243,810.