Principal Value Advisor
Leads Snowflake’s highest-stakes value advisory engagements in Japan, building executive-level business cases, financial models, and scalable value methodologies. Requires 10+ years of relevant experience, bilingual Japanese and English fluency, strong enterprise cloud economics expertise, and board-level executive presence.
About the job
Responsibilities
- Lead strategic, complex, and high-value engagements, including board-level presentations, competitive displacements, and stalled-deal rescues.
- Advise regional sales leaders and account teams on deal strategy and serve as a trusted advisor to customer executives.
- Facilitate executive value-discovery, data strategy, and AI strategy workshops.
- Analyze customer filings, earnings calls, market data, and account intelligence to develop realistic, defensible KPI targets.
- Own pre-sale Value Assessments and post-sale Value Realization Studies, producing CFO-ready business cases.
- Establish approaches for articulating “Why Change?”, “Why Snowflake?”, and “Why Now?”.
- Create scalable calculators, frameworks, benchmarking databases, signature deliverables, ROI assets, and FinOps frameworks.
- Develop financial-modeling methodologies and operationalize MEDDPICC within the value motion.
- Publish research and points of view; represent Snowflake at industry events and advise Product on value frameworks.
- Mentor Value Advisors, design coaching and onboarding programs, and lead cross-functional initiatives.
Requirements
- Native or business-fluent Japanese and fluent English, including the ability to lead C-suite conversations and author deliverables in both languages.
- Based in Japan with strong knowledge of Japanese enterprise culture and executive engagement practices.
- 10+ years of experience in Value Engineering, Customer Success, management consulting, or strategic value-added sales.
- Demonstrated history of creating methodologies or intellectual property adopted as organizational standards.
- Executive presence suitable for board-level presentations and high-stakes customer discussions.
- Expertise in financial modeling, including NPV, ROI, TCO, and IRR.
- Understanding of enterprise cloud economics, modern data architectures, data governance, AI/ML monetization, and cloud FinOps.
- Ability to build persuasive narratives and boardroom-ready visual presentations.
- Undergraduate degree in Economics, Finance, Engineering, or Business.
- Ability to travel 25%–35% across Japan and the region.
Nice to Have
- Advanced degree.
- Tier 1 management consulting experience.
Skills
Value Engineering, Management Consulting, Financial Modeling, Npv, Roi, Tco, Irr, Cloud Finops, MEDDPICC, Data Governance, Ai/Ml Monetization, Data Sharing, Business Transformation, Executive Presentations
Similar jobs
Sales Enablement jobs
Snowflake
Menlo Park, CA
Leads enterprise GTM enablement strategy and high-impact sales programs, including Sales Kickoff, Field Academy, governance, partner enablement, and outcome measurement. Requires 10+ years in enablement, sales strategy, or GTM operations and strong expertise in value-based selling and data-driven program design.
Sanity
United States
Leads Sanity’s sales enablement function, owning AI-first onboarding, seller development, methodology, coaching, measurement, and team growth. Requires 8+ years in B2B SaaS sales or revenue enablement, including 3+ years leading an enablement team and hands-on experience with AI workflows, Gong, and Salesforce.
Scribe
San Francisco, CA
Build and scale Scribe’s value engineering function, creating ROI frameworks, calculators, and business cases for complex enterprise deals. The role partners with sales, success, and finance stakeholders and requires 8+ years of relevant B2B SaaS experience.
n8n
FloridaBuild and lead n8n’s global revenue enablement function, installing an enterprise selling methodology, accelerating onboarding and ramp, and developing managers across sales, SDR, customer success, and partner teams. The role requires hypergrowth B2B SaaS experience, measurable enablement outcomes, and expertise implementing MEDDICC or a similar framework.
Cloudflare
Denver, COLeads growth sales for AI and startup accounts, driving new-logo acquisition, enterprise expansion, and team development. Requires 10+ years in enterprise software sales, sales leadership experience, and familiarity with cloud infrastructure, AI workloads, venture ecosystems, and product-led growth.