Services Business Strategy Senior Manager

Enboarder; São Paulo; Sur place; BRL 350 000 - 550 000; Plein temps

Résumé du poste

Salesforce LATAM is redefining how it partners with customers by focusing on executive positioning, operational diagnostics, and driving measurable outcomes. The role connects business pain to platform value, accelerates adoption, and positions Salesforce as the trusted transformation partner for C-level executives.

This Senior Manager will drive AI, data, and Agentforce adoption, orchestrate resources across teams, and shape a consumption-driven path to value realization for strategic accounts.

Qualifications

• 8+ years in consulting, strategy, enterprise architecture, or digital transformation.
• Strong executive communication and storytelling capability (CIO/COO/CEO level).
• Solid experience in CRM/Customer Experience, operational transformation, and roadmap design.
• Fluency in AI & Data concepts: value chains, governance, automation, data usage.
• Proven ability to work across Sales (AE/AP), delivery, and partner teams.
• Track record of creating measurable business outcomes.

Responsabilités

• Serve as trusted advisor for CIO/COO/CMO, linking business goals to Salesforce strategy — in the customer's language.
• Run structured assessments to map customer maturity, political environment, and transformation readiness.
• Lead Executive Briefings and C-level conversations that move from features to measurable outcomes.
• Align engagement strategy to the customer's strategic agenda — framing value in their KPIs.
• Lead with solution hypotheses to provide direction and achieve fast operational wins.
• Create scalable account engagement models and governance to enable repeatable value delivery.

Connaissances

Executive communication

CRM / Customer Experience

AI & Data concepts

Stakeholder management

Description du poste

Job Description

Salesforce LATAM is redefining what it means to be a strategic partner. The new model is about continuously engaging, solving real problems, building trust, and evolving strategy alongside the customer — at the pace the market demands.

The Services Business Strategy Senior Manager is the professional who makes this happen at the customer level. This role connects business pain to platform value, accelerates adoption and consumption, and positions Salesforce as the trusted transformation partner for C-level executives.

This is not a traditional consulting role. The Business Strategy Professional behaves less like a consultant and more like an transformation catalyst and an orchestrator — someone who creates visible operational impact quickly and translates that impact into strategic influence.

What This Role Is About

• Business strategy and executive positioning
• Operational diagnostics and value realization
• AI, Data, and Agentforce adoption
• Business Value acceleration
• Commercial orchestration (Services + Licenses)

The core motion is: Understand the pain → Form a solution hypothesis → Create momentum → Build trust → Evolve strategy together.

Key Responsibilities

1. Executive Positioning and Strategic Influence

• Serve as a trusted advisor for CIO/COO/CMO/Head of Digital/Head of Operations, connecting business ambition to Salesforce platform strategy — in the customer's language, not ours.
• Run structured assessments to quickly map customer maturity, political environment, executive pressure, operational chaos level, and transformation readiness.
• Lead Executive Briefings and C-level conversations that move from feature discussions to measurable business outcomes.
• Align engagement strategy to the customer's own strategic agenda — speaking their language, framing value in their KPIs.a

2. Hands-On Problem Solving and Momentum Creation

• Lead with solution hypotheses, not problem statements. The role is to bring clarity and direction, not diagnosis alone.
• Create fast, visible operational wins that generate trust, expand access, and open doors to mid- and long-term strategic roadmap discussions.
• Adapt the engagement approach dynamically based on customer momentum: lead with Agents when efficiency pressure is high; lead with data strategy when architecture is broken; lead with stabilization when operational chaos is the reality.
• Become the customer's customer — experience their operation firsthand to build real operational empathy, discover friction points, and identify AI and Agent use cases grounded in reality.

3. Consumption and Value Realization Acceleration

• Drive a consumption-first mindset across every engagement: adoption, usage, scalable use cases, and operational value expansion are the ultimate performance indicators.
• Map baselines, measure progress continuously, and communicate wins internally (AEs, APs, leadership) and externally (customer stakeholders).
• Develop Business Cases and Value Justifications (VE/ROI) that reduce friction in investment decisions and connect platform utilization to executive priorities.
• Translate AI and Data value propositions into executive KPIs: productivity, deflection, conversion, experience, risk — connecting directly to the consumption model.

4. AI & Data: Agentforce + Data Cloud

• Orchestrate AI and data roadmaps that enable secure, scalable adoption of Agentforce.
• Define AI readiness standards: data governance, human-in-the-loop controls, security, performance evaluation, and risk management.
• Create fast AI wins with measurable value when executive pressure around AI is the entry point.
• Connect the full chain: Pain → Platform → Agents → Data → Business Outcomes → Consumption → Strategic Roadmap.

5. Orchestration of All Available Resources

• Leverage every available resource to deliver value: customer teams, Salesforce delivery, partners, SIs, internal experts, AI capabilities, and Agents.
• Manage priorities and conflicts across AE/AP, specialist, delivery, and partner teams with minimal friction.
• Design and operationalize account engagement models (e.g., Explore / Navigator / Orchestrator) that ensure focus and scale across priority accounts.
• Structure or evolve CoE and governance models (RACI, rituals, cadences, ownership, metrics) that enable scalable delivery and reduce rework.

6. Commercial Acceleration (Services + Licenses)

• Act as a strategic lever for sales teams: create context, momentum, and executive access that enables AEs/APs to convert work into closed deals.
• Continuously market the team's work — customers, AEs, and leadership need to see progress, impact, and outcomes. Visibility generates demand.
• Contribute to a replicable account engagement playbook with reusable assets, templates, and guardrails that reduce time-to-value.

Behaviors (Non-Negotiable)

• Extreme curiosity — learns from experiencing the operation, not only from workshops and PowerPoints
• Bias for action — creates momentum through execution, not perfect strategy alignment
• Operational empathy — understands how the customer operates before prescribing transformation
• Executive storytelling — translates complexity into clear narratives with solution hypotheses, not problem lists
• Obsession with measurable outcomes — maps baselines, tracks progress, communicates wins constantly
• Collaborative leadership and orchestration — leverages all available resources to deliver impact
• Comfort with ambiguity — adapts to evolving scope, customer maturity, and market conditions
• Accountability — owns the outcome, not just the deliverable
• Continuous learning — AI is accelerating everything; staying current is a professional obligation

Requirements (Must-Have)

• 8+ years in consulting, strategy, enterprise architecture, or digital transformation with exposure to enterprise clients
• Strong executive communication and storytelling capability (CIO/COO/CEO level)
• Solid experience in CRM/Customer Experience, operational transformation, and roadmap design
• Fluency in AI & Data concepts: value chains, governance, automation, structured/unstructured data, adoption patterns
• Proven ability to work across Sales (AE/AP), delivery, and partner (SI) teams — managing priorities and conflicts
• Track record of creating measurable business outcomes, not just delivering projects

Differentiators (Nice-to-Have)

• Practical exposure to Salesforce Agentforce and Data Cloud (or equivalent AI/automation platforms)
• Experience with Value Engineering, ROI modeling, and CoE design
• Knowledge of integration patterns (MuleSoft/APIs/event-driven) and enterprise architecture
• Certifications: Salesforce (Sales/Service/FSC), Data, AI, Architecture (as applicable)