Director, Value Strategy for Enterprise TMT

salesforce.com, inc.; Seattle (WA); On-site; USD 143,000 - 266,000; Full time

Job summary

Salesforce.com, inc. is seeking a Director of Business Value Services for the Technology, Media, and Telecommunications industry in Seattle.

You will directly engage with C-suite stakeholders to shape transformational programs, quantify business outcomes, and drive commercial success while shaping value-based strategies and executive-ready business cases. The role sits at the intersection of sales, strategy, and advisory, requiring senior-level communication, financial modeling, and

Qualifications

• 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: Background in management consulting, corporate strategy, or customer-facing advisory roles with success in outcome-based selling.
• Analytical Rigor: Strong analytical, problem-solving, and advanced financial modeling skills.
• Cross-Functional Leadership: Ability to thrive collaboratively in matrixed organizations across sales, solution engineering, pricing, legal, and industry teams.
• Business and Technical Acumen: Comfort discussing business strategy and technology enablement to help customers transition to a future state.
• Work Ethic: Creative, high-energy self-starter who handles conflicting demands.

Responsibilities

• C-Suite Advisory & Client Consulting: Support major Enterprise TMT accounts across the lifecycle, align to priorities, co-develop strategic investment cases.
• Strategic Account Planning & Sales Partnership: Shape pursuit strategies with internal sales leadership and prioritize initiatives by value and potential.
• Value Discovery & Orchestration: Uncover current and future capabilities, quantify ROI, TCO, and payback periods.
• Business Case Development & Value Selling: Create executive-ready business cases and ROI analyses to expand opportunities.
• Commercial Deal Structuring & Negotiation: Develop strategies and deal structures, mitigate risks while aligning value with growth.
• Value Realization: Track realized value post-sale and reinforce long-term partnership.
• Thought Leadership & Cross-Functional Collaboration: Drive enablement and best practices across teams.

Skills

Executive engagement

Commercial acumen

Consultative storytelling

Analytical rigor

Cross-functional leadership

Business & tech acumen

Work ethic

Education

MBA or equivalent

Job description

Salesforce.com, inc. is seeking a Director of Business Value Services for the Technology, Media, and Telecommunications industry in Seattle.

You will directly engage with C-suite stakeholders to shape transformational programs, quantify business outcomes, and drive commercial success while shaping value-based strategies and executive-ready business cases. The role sits at the intersection of sales, strategy, and advisory, requiring senior-level communication, financial modeling, and