Managing Director, Health Care Value Strategy

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.

Key Responsibilities

• 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.
• 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.
• 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.
• 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.