Director, Business Value Services at Salesforce in San Francisco, CA

Job description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job Category Sales Job Details About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. 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 W