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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

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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