Snowflake · Tokyo
Sales & BusinessSalesFullTimeposted 2w ago
At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.
Principal Value Advisor
Value Advisory | Japan (Tokyo) | Individual Contributor
The Principal Value Advisor is the most senior individual-contributor in the Value Advisory practice — a transformative, strategic force multiplier for our Japan sales organization and our most strategic customers. Operating at the intersection of business strategy, financial acumen, and persuasive communication, you set the standard for how value is quantified, positioned, and delivered. You are not an order-taker; you architect the methodologies, deliverables, and go-to-market plays that the broader field adopts.
As a “Value Architect,” you go far beyond ROI spreadsheets to build multi-year business transformation narratives for board-level and C-suite audiences. You lead the highest-stakes engagements — board presentations, and stalled strategic-deal rescues, while raising the capability bar of the entire practice through thought leadership, mentorship, and the creation of intellectual property that scales. This role is based in Japan and requires the ability to operate fluently across both Japanese and global business cultures.
Lead Highest-Stakes Engagements: Own the most strategic, complex, and high-value engagements in the region — board-level presentations, competitive displacements, and the rescue of stalled strategic opportunities.
Earn a Seat at the Deal-Strategy Table: Build the credibility and trusted-advisor relationships needed to be pulled into deal strategy. Demonstrate impact early, then serve as strategic counsel to RVPs, District Managers, and account teams, co-creating and, where needed, redefining deal strategy paradigms. Act as a thought partner, not a deliverable producer.
Command the Executive Room: Be viewed as a peer by customer executives. Lead executive value-discovery workshops with CXOs and Business Unit leads, pivoting in real time and handling live objections with earned authority.
Data & AI Strategy Consultation & Workshop Facilitation: Facilitate data and AI strategy workshops that go beyond asking “which KPIs do you want to improve?” Instead, advise counterparts on which KPIs and targets are realistic and defensible for their specific situation, grounded in deep analysis of the customer’s public information (filings, earnings calls, market data) combined with internal intelligence from the account team.
End-to-End Value Lifecycle: Own comprehensive Value Assessments (pre-sale) and Value Realization Studies (post-sale), producing CFO-ready business cases that withstand scrutiny without review.
Master the “3 Whys”: Set the field standard for answering Why Change? Why Snowflake? Why Now? — building urgency and defending against status-quo and competitive threats.
Create Defining IP: Build the calculators, frameworks, benchmarking databases, and signature deliverables that become team — and org-wide — standards. Identify systemic gaps and build solutions that scale.
Advance Value Quantification: Develop new financial-modeling methodologies (NPV, ROI, TCO, IRR) and structured approaches for low-information, ambiguous environments that the practice adopts.
Define the VE–Sales Integration Model: Operationalize and evolve MEDDPICC within the value motion; influence methodology, deal reviews, and forecast cadences programmatically.
Force Multiplier: Deploy self-service value assets, ROI calculators, and FinOps frameworks that enable the broader field to lead with value independently.
Industry Thought Leadership: Publish original research and points of view; represent Snowflake at Summit, World Tour, executive roundtables, and industry conferences. Influence how the market understands Snowflake’s value — and advise Product on roadmap and value frameworks.
Coach & Develop Talent: Formally mentor Value Advisors across levels, create stretch opportunities, design coaching and onboarding programs, and develop the next generation of value leaders.
Organizational Leadership: Shape team direction, culture, and performance beyond your individual contribution. Lead cross-functional initiatives and set the cultural standard for ownership and proactivity.
Bilingual Fluency (Required): Native or business-fluent Japanese AND fluent English — able to lead C-suite value conversations, deliver boardroom presentations, and author deliverables in both languages.
Regional Expertise: Based in Japan with a strong understanding of Japanese enterprise business culture, decision-making norms, and executive engagement practices.
Proven Track Record: 10+ years in Value Engineering, Customer Success, Management Consulting (Tier 1 firms preferred), or a strategic value-added sales role — with a demonstrable history of methodologies or IP that became organizational standards.
Executive Presence & Gravitas: Recognized as a peer by customer executives; commands board-level rooms, is comfortable with silence and disagreement, and can redirect a failing meeting.
Financial & Analytical Mastery: Industry-recognized expertise in financial modeling (NPV, ROI, TCO, IRR). Builds defensible models where none previously existed and mentors others on analytical rigor.
Proactive, Founder Mentality: A track record of self-sourcing opportunities and operating on a gap → build → test → learn → scale loop. Never waits to be asked.
Business Transformation: Deep understanding of enterprise cloud economics and the business impact of modern data architectures (Data Sharing, AI/ML monetization, Data Governance).
FinOps Understanding: Expertise in Cloud FinOps and consumption-based economic models.
Master Storytelling & Visual Craft: Ability to develop novel narrative methodologies and boardroom-ready visual presentations that others adopt as templates.
Navigating Ambiguity: Turns incomplete information into strategic advantage and builds frameworks that systematize low-information work for the team.
Education: Undergraduate degree in Economics, Finance, Engineering, or Business (advanced degree a plus).
Travel: Ability to travel 25%–35% to engage customers on-site and lead industry-level engagements across Japan and the region.
Mindset: A naturally curious, collaborative go-getter with urgent curiosity, an ownership mindset, and a tolerance for productive failure.
Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.
How do you want to make your impact?
For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com