Sales Strategy Senior Lead/lead (business Partner)

Salesforce Salesforce · Enterprise · Tokyo, Japan

Salesforce is seeking a Sales Strategy Senior Lead/Lead (Business Partner) to join their Strategy & Programs team within the Customer Success Group (CSG). This role will partner with CSG leadership to drive customer success by focusing on increasing Salesforce utilization, expanding product consumption, and minimizing churn risk. The role involves strategic advisory, decision support through data insights, performance management, and business management, requiring deep understanding of SaaS financial KPIs and customer success operations. The position emphasizes strategic thinking, data-driven decision-making, and cross-functional collaboration.

What you'd actually do

  1. Strategic Advisory: Lead Strategy and goal setting with the leaders of the assigned team. Define direction and key priorities for achieving important Goals of promoting Salesforce utilization, expanding product consumption, and minimizing churn risk, by defining what data is for and what insights are needed from a business perspective, and providing recommendations based on the actual situation and data in the field, leading leaders to decision-making and execution.
  2. Decision Support: Provide Insight to support more reliable decision-making for the leaders of the assigned team in collaboration with the CSG Data & Insights Analyst team. Connect discussion items born from daily conversations with leaders to data analysis and utilize insights in decision-making.
  3. Performance & Improvement: Promote measurement of results and continuous improvement by defining KPIs, setting prioritization criteria, and establishing feedback loops. Manage progress towards promoting Salesforce utilization, expanding product consumption, and minimizing churn risk with leaders, and lead policy revisions as necessary.
  4. Business Management: Manage the priorities and budget of the assigned team, and prepare the necessary resources and structure for strategy execution. Grasp the trends of Global CSG Strategy in a timely manner and discuss the impact on Japan with the leaders.

Skills

Required

  • Deep practical understanding of Customer Success field operations (Customer Success Manager / Engagement support / Technical Support, etc.)
  • Deep understanding of SaaS business Financial KPIs (Attrition, Net Revenue Retention, Usage/Consumption, Renewal, etc.)
  • 5+ years of experience in related fields such as Customer Success, SaaS Sales, Sales Planning, Corporate Planning, or Consulting
  • Proven track record of functioning as a Trusted Advisor to senior leaders at the VP level or above
  • Cross-functional collaboration experience achieving results by working with multiple departments such as Data Analyst, Finance, and Operations
  • Experience leading strategy formulation through execution and effectiveness measurement
  • Communication skills to structure complex issues and make data- and logic-based recommendations to executives
  • Fluent Japanese (native level) and sufficient English proficiency for business operations

Nice to have

  • Experience in strategy formulation and business process improvement at a consulting firm, or experience in Operations at a SaaS company
  • Experience collaborating across multiple functions such as Global organizations, GTM, and Sales Strategy in a SaaS company
  • Basic experience in data utilization and reporting using BI tools (e.g., Tableau)
  • Practical experience using internal CRM and related data sources
  • Basic experience with SQL and data analysis tools (to deepen collaboration with Data Analysts)

What the JD emphasized

  • Customer Success現場業務（Customer Success Manger / Engagementによる支援 / Technical Support 等）に対する深い実務理解
  • SaaSビジネスのFinancial KPI（Attrition・Net Revenue Retention・Usage/Consumption・Renewal等）に関する深い理解
  • VPレベル以上のシニアリーダーに対してTrusted Advisorとして機能した実績
  • Data Analyst・Finance・Operationsなど複数の部門と連携して成果を出したクロスファンクショナルな協働経験
  • 戦略立案から実行・効果測定までを一貫してリードした経験
  • 複雑な課題を構造化し、データと論理に基づいた提言をエグゼクティブに対して行えるコミュニケーション能力