Description
Sr. Director/Director, Strategy & Programs - JPKT Product Specialization
Position Overview
We're seeking a strategic leader to serve as a business partner to JPKT Product Specialization, supporting our Specialist Account Executives and Product Marketing/Product Management organizations across Salesforce Products.
Key Responsibilities
Strategic Advisory and Leadership Partnership
Serve as a senior-level strategic advisor at the intersection of sales, product, and customer success as primary business partner to JPKT Product Specialization leadership, supporting Specialist AEs and PMM/PM teams across Customer 360, Data Foundations, and Tableau
Partner closely with Product Specialization leadership, Product Marketing/Product Management, Account Owner Leaders, and Business Partners to align on strategic priorities, drive executive-level conversations on business transformation and growth initiatives
Prioritize product gap resolution to maximize time-to-value for JPKT customers, translate complex business challenges into actionable long-term product roadmaps
Cross-Functional Orchestration
Provide strategic counsel on market opportunities, competitive positioning, and product portfolio optimization to drive cross-functional collaboration across JPKT organization units to maximize product adoption and customer success, ensure product strategies remain on track as market dynamics shift
Collaborate with Global Product GTM and Growth teams on product localization strategies and requirements
Product Go-to-Market Strategy
Develop and execute comprehensive Product GTM strategies segmented by market verticals and customer profiles
Design multi-cloud strategies and journey mapping to add cloud/product capabilities that increase customer wallet share to identify and capitalize on white space opportunities across the existing customer base
Business Transformation & Consumption Growth
Serve as a "change agent" to develop and drive Consumption growth strategy and operational excellence
Transform traditional sales motions to consumption-based models that align with customer value realization
Design and implement frameworks for measuring and optimizing consumption metrics
Lead organizational change initiatives to embed consumption-first thinking across teams
Resource Planning & Optimization
Lead Cloud Long Range Planning (LRP) and Go-for-Growth (G4G) planning processes
Determine and prioritize resource allocation by Cloud across JPKT Operating Units
Optimize deployment of sellers, partners, supporting functions, and Customer Success Group (CSG) resources
Balance short-term revenue objectives with long-term strategic investments
Program Execution & Pipeline Acceleration
Work with Product Specialization and Pipeline Program teams to execute high-impact actions that accelerate strategic and new product growth
Drive programs to meet and exceed Pipeline, ACV, and NNAOV targets
Establish accountability frameworks and success metrics for program outcomes
Performance Management & Analytics
Establish metrics and KPIs to track product specialization effectiveness and consumption growth
Monitor and report on GTM strategy execution, resource utilization, and pipeline health
Provide data-driven recommendations to leadership on strategy adjustments and resource reallocation
Drive continuous improvement in product-led selling motions and consumption models
Qualifications
Required:
5+ years of experience in strategy, operations, or business planning roles within technology or SaaS organizations
Deep understanding of enterprise software sales models, product-led growth, and consumption-based business models
Proven track record of developing and executing GTM strategies in complex, matrixed organizations
Demonstrated ability to advise and influence SVP-level and C-suite executives
Strong analytical and financial planning capabilities, including experience with LRP and resource allocation
Excellence in orchestrating cross-functional initiatives across Product, Marketing, Engineering, and Sales
Experience driving business transformation and organizational change initiatives
2nd line People Manager experience
Fluency in English (business level)
Preferred:
Experience in the JPKT market and understanding of regional business dynamics
Knowledge of Salesforce products (Customer 360, Data Foundations, Tableau, or similar cloud solutions)
Background in product specialization or specialist sales organizations
Experience with consumption-based pricing models and usage-driven growth strategies
Track record of successful program execution in high-growth technology environments
MBA or equivalent advanced degree
Japanese (business level)
Core Competencies
Strategic thinking and business acumen at executive level
Cross-functional orchestration and stakeholder management
Change management and transformation leadership
Data-driven decision making and analytical rigor
Executive communication and presentation skills
Program management and execution excellence
Financial planning and resource optimization
Thought leadership and advisory capabilities
Success Metrics
Achievement of Pipeline, ACV, and NNAOV targets
Consumption growth and customer wallet share expansion
Product specialization productivity and effectiveness
Cross-functional alignment and resource optimization
Strategic initiative delivery and time-to-value