Director, Business Value Services

Description Director, Business Value Services, Technology, Media, and Telecommunications (TMT) Industry

About the Role / Team This is an outstanding opportunity to join Salesforce’s Business Value Services (BVS) team, representing a unique blend of frontline commercial execution, executive advisory, and long-term strategic consulting. The BVS team partners directly with senior sales leaders on our largest, most strategic accounts.

As a Director of Business Value Services, your primary focus will be to directly engage with C-suite and executive stakeholders to shape transformational programs, quantify business outcomes, and drive commercial success within the TMT industry. You will be instrumental in defining value-based strategies, developing C-level account strategies, building executive-ready business cases, investment justifications, deal structures, and commercial proposals for our clients. This role sits at the intersection of sales execution and long-term strategy, making it ideal for highly passionate, commercially savvy individuals with a passion for customer impact and tangible business results.

What You Will Be Doing (Responsibilities)

• C-Suite Advisory & Client Consulting: Support major Enterprise TMT accounts across all steps in the customer lifecycle, from strategic alignment to measuring the realized value of targeted business outcomes. Engage with customer executives to understand their priorities and co-develop strategic investment cases tied to their business goals.

• Strategic Account Planning & Sales Partnership: Work closely with our internal sales leadership on high-priority accounts to shape pursuit strategies, qualify opportunities based on business impact, and prioritize sales initiatives based on value creation potential and opportunity size.

• Value Discovery & Orchestration: Facilitate internal and external engagements to uncover customers' current and future business capabilities, discover key business drivers, identify transformational opportunities, and quantify financial outcomes (e.g., ROI, TCO, payback period).

• Business Case Development & Value Selling: Lead the creation of compelling business case presentations, executive narratives, and ROI analyses aimed at accelerating, justifying, and expanding sales opportunities while communicating Salesforce's differentiated impact.

• Commercial Deal Structuring & Negotiation: Assist in the development of commercial strategies and deal structures, partnering cross-functionally to support deal negotiations. Align customer value with growth objectives while proactively identifying and mitigating strategic, competitive, and operational risks.

• Value Realization: Post-sale, partner with customer success and sales teams to track and communicate realized value, reinforcing the long-term strategic partnership.

• Thought Leadership & Cross-Functional Collaboration: Drive internal enablement, methodology evolution, and best practice sharing across sales, solution engineering, industry teams, and other stakeholders. Provide thought leadership and consultative partnering throughout the sales cycle, mentor team members, and help scale value methodologies across the broader organization.

What We’re Looking For

• Industry Experience: Proven experience in the Enterprise Technology, Media, and Telecommunications (TMT) market.

• Executive Engagement Experience: Expertise in building and presenting compelling business cases to executive and C-level clients, with the ability to lead complex value-driven conversations.

• Commercial Acumen: A track record of shaping deals, influencing commercial strategy, and driving business outcomes across complex, enterprise sales environments.

• Consultative Mindset & Strategic Storytelling: A background in management consulting, corporate strategy, or customer-facing advisory roles with demonstrable success in outcome-based selling and distilling complex data into crisp, executive-friendly narratives.

• Analytical Rigor: Strong analytical, problem-solving, and advanced financial modeling skills. The ability to simplify, derive meaningful insights from large amounts of information, and clearly communicate key takeaways while handling objections.

• Cross-Functional Leadership: Ability to thrive collaboratively in matrixed organizations, driving alignment across sales, solution engineering, pricing, legal, industry teams, and other key partners.

• Business and Technical Acumen: Comfort engaging in discussions that bridge business strategy and technology enablement, acting as a strategic thinker who enjoys helping customers "cross the chasm" from their current state to a future state.

• Work Ethic: A creative, high-energy self-starter who is comfortable leading and executing initiatives while creatively and quickly handling conflicting demands.

Preferred Qualifications

• 15+ years of relevant professional experience.
• MBA or equivalent advanced degree.
• Familiarity with enterprise SaaS business models, enterprise software, and Salesforce solutions.

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. 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.