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Principal Value Advisor

Snowflake Inc.· Sales
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JP-TokyoFull-timePosted 1mo ago

About the role

Senior individual-contributor in Snowflake's Value Advisory practice for Japan (Tokyo), leading strategic value engagements, developing methodologies and intellectual property, and guiding executive-level value discussions and deal strategy.

Responsibilities

  • Lead Highest-Stakes Engagements: board-level presentations, competitive displacements, and stalled strategic opportunities.
  • Earn a Seat at the Deal-Strategy Table: co-create and redefine deal strategy paradigms; act as strategic counsel to RVPs, District Managers, and account teams.
  • Command the Executive Room: lead executive value-discovery workshops with CXOs and Business Unit leads; handle live objections with authority.
  • Data & AI Strategy Consultation & Workshop Facilitation: advise on KPI targets grounded in customer and internal intelligence.
  • End-to-End Value Lifecycle: own Value Assessments (pre-sale) and Value Realization Studies (post-sale) with CFO-ready business cases.
  • Master the “3 Whys”: establish why change, why Snowflake, and why now to drive urgency.
  • Create Defining IP: build calculators, frameworks, benchmarking databases; scale solutions across the organization.
  • Advance Value Quantification: develop financial-modeling methodologies (NPV, ROI, TCO, IRR) for ambiguous environments.
  • Define the VE–Sales Integration Model: operationalize MEDDPICC within value motion; influence methodologies and forecast cadences.
  • Force Multiplier: deploy self-service value assets and FinOps frameworks for field enablement.
  • Industry Thought Leadership: publish research; represent Snowflake at events; influence product roadmap and value frameworks.
  • Coach & Develop Talent: mentor Value Advisors, design coaching/onboarding programs.
  • Organizational Leadership: shape team direction, culture, and performance beyond individual contribution.

Qualifications

  • Bilingual Fluency (Required): Native or business-fluent Japanese and fluent English.
  • Regional Expertise: Based in Japan with strong understanding of Japanese enterprise culture and executive engagement practices.
  • Proven Track Record: 10+ years in Value Engineering, Customer Success, Management Consulting (Tier 1 preferred), or strategic value-added sales with deployable methodologies or IP.
  • Executive Presence & Gravitas: able to command board-level rooms and be considered a peer by customer executives.
  • Financial & Analytical Mastery: expertise in financial modeling (NPV, ROI, TCO, IRR) and mentoring others.
  • Proactive, Founder Mentality: history of self-sourcing opportunities and iterative build-test-scale approach.

Skills

Required:Business TransformationFinOps UnderstandingMaster Storytelling & Visual CraftNavigating Ambiguity
Last updated Aug 27, 2026. Interested? Apply on the company site.

About Snowflake Inc.

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