Description
About the Role
We're seeking a strategic and results-driven senior leader to drive transformation within our Business Value Services organization. This leader will build and lead a team focused on outcome engineering, value realization, and consumption-based growth. You'll be responsible for shifting our approach from reactive business case development to proactive, outcome-led customer engagement that drives measurable consumption and long-term value.
Your Impact
- The Field CFO Imperative: Act as a strategic peer to customer finance leaders, bridging the gap between clinical/operational outcomes and financial impact to unlock access and influence beyond the IT buyer.
- Transform the Value Motion: Lead the evolution from traditional business case development to a value-based, outcome-first engagement model that transforms health care and makes it more sustainable.
- Build Outcome Engineering Capabilities: Develop frameworks, methodologies, and tools for collaborative business cases and transformation value narratives. consumption lifecycle mapping, and value realization tracking
- Drive Consumption and Value: Partner with stakeholders across the health care ecosystem to develop the value narrative and and consumption logic as it pertains to revenue and operational efficiencies.
- Lead Strategic Engagements: Guide your team in delivering outcome design, end-to-end patient journey optimization, and value roadmapping across our most strategic accounts.
- Scale Through Innovation: Leverage data analytics and AI to scale business value expertise, mapping patient journeys and building prediction models to identify significant cost reduction opportunities.
Key Responsibilities
Strategy & Team Leadership
- Define and execute the strategic direction for value-based health care consulting and outcome engineering.
- Build, mentor, and scale a high-performing team of business value consultants, fostering a culture of innovation and continuous learning.
- Partner with Sales Leadership to integrate outcome-led approaches into account planning and sales methodology
- Develop point-of-view content and thought leadership on health care transformation, value realization, and improving patient outcomes
Customer Engagement and Delivery
- Lead CFO briefings, translating Salesforce capabilities into finance-language outcomes, such as EBIT impact and operational leverage.
- Run Board-ready ROI workshops with customer finance and strategy teams, benchmarking against industry peers.
- Advise on multi-year financial transformation roadmaps, positioning Salesforce as a strategic platform.
- Connect Salesforce's revenue and cost impact directly to the P&L of Line of Business (LOB) executives.
Cross-Functional Collaboration
- Partner closely with Sales, Industry Strategy, Solution Engineering, Professional Services, and Customer Success to embed outcome engineering throughout the customer lifecycle.
- Collaborate with clients across the health care value chain, including providers, payers, systems and services, biopharma, and medtech, to influence strategies based on value drivers
- Build a process to stress-test competitive pricing models and expose vulnerabilities that the account team may rationalize away.
- Review key account deal structure for financial risk, including payment terms, contractual exposure, and credit/budget alignment.
- Identify key account deal 'blockers' hidden in financial organization dynamics, such as competing capital expenditure initiatives.
Required Background & Competencies
- 15+ years of experience in management consulting, business value services, or strategic advisory roles.
- 5+ years of people leadership experience, managing and developing high-performing teams.
- Proven track record of driving business transformation initiatives and quantifying ROI/business value.
- Deep understanding of value-based health care, consumption-based business models, and health outcome measurement frameworks.
- Excellent executive presence with ability to influence C-level stakeholders, such as health care CFOs and Line of Business Executives.
- Platform Curiosity: A strong interest in technology transformation and the ability to credibly articulate how CRM/AI platforms drive measurable financial outcomes. Familiarity with leveraging data analytics and AI for clinical research or end-to-end patient journey mapping is a plus.
Preferred Qualifications
- Business model or P&L experience across the health care industry, including biopharma, medtech, or health care payers/providers.
- Background in outcome-based selling, value engineering, or business case development.
- Understanding of standard sets of outcome measures and global health care benchmarking, especially for creating new standards with AI.
- Understanding of AI/ML technologies and their applications in clinical research or patient mapping.
- MBA, MD, or advanced degree in business, economics, health care administration, or related field
For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.