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

Momentum; San Francisco (CA); On-site; USD 250,000 - 350,000; Full time

Job summary

Salesforce's Business Value Services (BVS) team seeks a Director to engage with C-suite stakeholders, shaping transformational programs and driving measurable business outcomes. You will define value-based strategies, build executive-ready business cases, and collaborate across sales, solution engineering, pricing, and industry teams.

This role sits at the intersection of sales execution and long-term strategy, offering significant impact, leadership growth, and exposure to top Enterprise TMT

Qualifications

• Executive-level business case experience with C-suite clients.
• Proven value-based selling and deal shaping.
• Advanced financial modeling including ROI/TCO.
• Experience in enterprise tech/SaaS landscapes.
• Ability to lead complex, multi-stakeholder deals.

Responsibilities

• C-Suite advisory & client consulting across the customer lifecycle.
• Strategic account planning & sales partnership to shape pursuit strategies.
• Value discovery & orchestration to quantify outcomes.
• Business case development & value selling for ROI analyses.
• Commercial deal structuring & negotiation with cross-functional partners.
• Value realization post-sale with customer success teams.
• Thought leadership & cross-functional collaboration across departments.

Skills

Executive engagement

Commercial acumen

Strategic storytelling

Analytical rigor

Cross-functional leadership

Business and technical acumen

Work ethic

Education

MBA or equivalent advanced degree

Job description

What You'll Be Doing & Why It Matters

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.

Core Responsibilities & Scope

• 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.

Minimum Requirements

• 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.