Principal, Business Value Services

Salesforce
Tokyo
Workplace: OnsiteFull timeFunction: Solutions Engineering & Sales EngineeringSkills: ["Strategic problem-solving","Executive communication","Facilitation","Storytelling","Financial reasoning"]

Develop value-led account and transformation strategies for enterprise customers by translating business challenges and industry dynamics into compelling executive narratives. Partner with sales and extended teams to run discovery and executive engagement, clarify KPIs and business outcomes, and structure business cases with financial and ROI-based evidence. Lead CxO presentations and workshops, anticipate deal-cycle risks, and coach team members on BVS methodologies and best practices.

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FursaFursa
Salesforce
Salesforce
1 week ago

Principal, Business Value Services

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Job Summary

Develop value-led account and transformation strategies for enterprise customers by translating business challenges and industry dynamics into compelling executive narratives. Partner with sales and extended teams to run discovery and executive engagement, clarify KPIs and business outcomes, and structure business cases with financial and ROI-based evidence. Lead CxO presentations and workshops, anticipate deal-cycle risks, and coach team members on BVS methodologies and best practices.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Solutions Engineering & Sales Engineering

Key Responsibilities

  • •Collaborate with enterprise sales teams to develop value-led account and deal strategies based on customers’ business challenges, strategies, industry and competitive environments, and decision structures.
  • •Use market/industry research, public information, and customer data to build hypotheses about current state, challenges, future needs, and value-creation opportunities.
  • •Conduct customer discovery (listening and assessment) and drive executive engagement to define business transformation themes, business outcomes, and key KPIs.
  • •Build persuasive value narratives tailored to the customer’s context and priorities, and logically connect Salesforce products/solutions/use cases to business outcomes.
  • •Validate business case economics (ROI, payback period, TCO, and cost of inaction), lead executive presentations and workshops, and support risk assessment and response planning with account teams.

Key Requirements

  • •Strong business and industry acumen, including understanding business models, financials, operating KPIs, industry structure, and competitors to identify key priorities.
  • •Ability to structure ambiguous information and drive strategic problem solving to clarify the core decision-making issues.
  • •Strong value discovery and value narrative skills to uncover executive priorities, outcomes, KPIs, and value-creation opportunities.
  • •Financial modeling skills to quantify and visualize business value using customer financial/operational data.
  • •Excellent communication in Japanese and business-level English.
Skills:Strategic problem-solvingExecutive communicationFacilitationStorytellingFinancial reasoning
Languages:JapaneseEnglish

Company Brief

Salesforce
Provides a leading cloud-based customer relationship management (CRM) platform with sales, service, marketing, analytics, and integration tools that empower businesses to manage customer relationships and digital transformation at scale.
Industry: SaaS
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 1999
Glassdoor
Glassdoor: 4.1
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