Operations Senior Manager, Deal Risk Management (Professional Services)
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Job Category
Operations
Job Details
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CSG (Customer Success Group) は、顧客を成功に導くことを最重要ミッションとしているSalesforce内の組織です。CSGはSalesforceのポストセールス部門の位置付けで、主にカスタマーサクセス、プロフェッショナルサービス、製品サポート、リニューアルの4部門で構成されています。
本ロールはCSGのプロフェッショナルサービス本部のオペレーション部門に所属し、プロジェクトのリスクマネジメントを実施するための、個別案件における契約相談、収益管理、コンプライアンス対応全般を担います。
Role Description
日本地域のプロフェッショナルサービス（PS）部門のオペレーションを担うシニアマネージャー職です。大型構築案件のDeal Risk Assessment（商談リスク評価）プロセスを主導し、Global Services Deal Strategyチームと連携しながら、契約からデリバリー、収益認識までのエンドツーエンドで受託業務の品質と正確性を担保します。加えて、プライバシーマーク維持対応、BCP（事業継続計画）演習の推進、部門内AIツール利用ガバナンスの整備など部門運営全般にも幅広く関わり、リスクマネジメントとオペレーション両面から部門の成長に貢献します。
Your Impact for Success
このロールの成功は、Deal Riskの適切な評価• 低減とリーダーシップへの提言、個別案件における営業担当者への効果的な指導と受注支援、およびプロフェッショナルサービス部門の収益によって測られます。
部門のリスク管理全般における信頼されるアドバイザーとしての立ち位置を確立し、Sales• Delivery• Legal• Financeそして部門Leadershipが安心して相談できる窓口となることが求められます。分析• 助言にとどまらず、個別案件の相談対応やステークホルダーへの啓発• 教育まで幅広く自ら手を動かし、成果に責任を持つ実行力が不可欠です。
Your Impact (Responsibilities)
- 大型構築案件のDeal Risk Assessmentをリード。Global Services Deal Strategy（DealStrat）チームの日本における委任先として、Risk Breakdown Structureに基づく低減策を整理し、部門Senior Leadershipへ判断材料（リスク評価、投資適格性、リソース• Staffing Plan• コスト見積りの実行可能性）を提供。DealStrat関連ポリシーの社内浸透• 遵守状況の確認も担う
- 複雑• 大型• 交渉難易度の高い商談における契約建付けの相談対応、および営業担当者への交渉戦略支援（有償/無償スコープ分離、収益認識（ASC606）の理解に基づく収益計上への影響評価• 助言）
- 無償の役務提供を含む投資案件について、Salesforce内規• 法令遵守の観点で事前確認を実施。必要に応じLegal/EthicsやSenior Leadershipと協議し、判断結果を記録管理
- 個別案件におけるSecurity Checksheet対応、情報セキュリティ• 個人データ保護に関する関係者調整や担当営業• プロジェクトチームへの指導
- プライバシーマーク維持のための社内対応• 継続的な運用改善、および部門BCP（事業継続計画）演習への参加とそこから得た知見に基づく継続的な改善推進
- 部門内AIツールの利用ガバナンス整理（Global連携含む）と、リスク• コンプライアンス• AIツール利用等に関する社内イネーブルメントの実施
- ジュニアメンバーへのメンタリングとDeal Risk評価に関するナレッジ共有
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Minimum Qualifications (Required)
- 役務の提供に際し、契約とプロジェクトの建付けを論理的に整理• 説明する力や高い倫理観（公平性• 合理的必然性）
- 提案書レビューや契約審査の実務経験（業務委託契約書や収益認識の理解）
- PS/コンサルティング領域における6年以上の実務経験
- Deal Structuringにおける3年以上の実務経験
- 収益認識（ASC606）に関する基礎的な理解
- 大規模構築案件のリスクアセスメント経験
- 複数ステークホルダー（Sales、Delivery、Legal、Finance、グローバルOps）との折衝• 調整力
- 情報セキュリティ/個人データ保護に関する実務知識
- PMP (Project Management Professional)
- 日本語• 英語ビジネスレベル（Global連携のため必須）
- 正式な決裁権限がない中でも、複数ステークホルダーを巻き込み自律的に商談• 案件を前進させる推進力
Preferred Qualifications
- AIツールを活用した業務改善への意欲
- Salesforce製品知識• 資格
Unleash Your Potential
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Accommodations
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Perks and Benefits
Health and Wellness
- Health Insurance
- Health Reimbursement Account
- Dental Insurance
- Vision Insurance
- Life Insurance
- Short-Term Disability
- Long-Term Disability
- FSA
- FSA With Employer Contribution
- HSA
- HSA With Employer Contribution
- Fitness Subsidies
- On-Site Gym
- Mental Health Benefits
Parental Benefits
- Adoption Leave
- Return-to-Work Program
- Birth Parent or Maternity Leave
- Non-Birth Parent or Paternity Leave
- Fertility Benefits
- Adoption Assistance Program
- Family Support Resources
Work Flexibility
- Flexible Work Hours
- Remote Work Opportunities
- Hybrid Work Opportunities
Office Life and Perks
- Casual Dress
- Happy Hours
- Snacks
- Some Meals Provided
- Company Outings
Vacation and Time Off
- Paid Vacation
- Unlimited Paid Time Off
- Paid Holidays
- Personal/Sick Days
- Leave of Absence
- Sabbatical
- Volunteer Time Off
Financial and Retirement
- 401(K)
- 401(K) With Company Matching
- Company Equity
- Stock Purchase Program
- Performance Bonus
- Relocation Assistance
- Financial Counseling
Professional Development
- Tuition Reimbursement
- Learning and Development Stipend
- Promote From Within
- Mentor Program
- Shadowing Opportunities
- Access to Online Courses
- Lunch and Learns
- Internship Program
- Leadership Training Program
- Professional Coaching
- Work Visa Sponsorship
Diversity and Inclusion
- Employee Resource Groups (ERG)
- Unconscious Bias Training
- Diversity, Equity, and Inclusion Program
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