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Job Category
Operations
Job Details
About Salesforce
Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.
Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.
The Experience
CSG(Customer Success Group)は、顧客を成功に導くことを最重要ミッションとしているSalesforce内の組織です。CSGはSalesforceのポストセールス部門の位置付けで、主にカスタマーサクセス、プロフェッショナルサービス、製品サポート、リニューアルの4部門で構成されています。
本ロールはCSGのプロフェッショナルサービス本部のオペレーション部門に所属し、プロジェクトのリスクマネジメントを実施するための、個別案件における契約相談、収益管理、コンプライアンス対応全般を担います。
日本地域のプロフェッショナルサービス(PS)部門のオペレーションを担うシニアマネージャー職です。大型構築案件のDeal Risk Assessment(商談リスク評価)プロセスを主導し、Global Services Deal Strategyチームと連携しながら、契約からデリバリー、収益認識までのエンドツーエンドで受託業務の品質と正確性を担保します。加えて、プライバシーマーク維持対応、BCP(事業継続計画)演習の推進、部門内AIツール利用ガバナンスの整備など部門運営全般にも幅広く関わり、リスクマネジメントとオペレーション両面から部門の成長に貢献します。
このロールの成功は、Deal Riskの適切な評価・低減とリーダーシップへの提言、個別案件における営業担当者への効果的な指導と受注支援、およびプロフェッショナルサービス部門の収益によって測られます。
部門のリスク管理全般における信頼されるアドバイザーとしての立ち位置を確立し、Sales・Delivery・Legal・Financeそして部門Leadershipが安心して相談できる窓口となることが求められます。分析・助言にとどまらず、個別案件の相談対応やステークホルダーへの啓発・教育まで幅広く自ら手を動かし、成果に責任を持つ実行力が不可欠です。
What You'll Actually Be Doing
- 大型構築案件のDeal Risk Assessmentをリード。Global Services Deal Strategy(DealStrat)チームの日本における委任先として、Risk Breakdown Structureに基づく低減策を整理し、部門Senior Leadershipへ判断材料(リスク評価、投資適格性、リソース・Staffing Plan・コスト見積りの実行可能性)を提供。DealStrat関連ポリシーの社内浸透・遵守状況の確認も担う
- 複雑・大型・交渉難易度の高い商談における契約建付けの相談対応、および営業担当者への交渉戦略支援(有償/無償スコープ分離、収益認識(ASC606)の理解に基づく収益計上への影響評価・助言)
- 無償の役務提供を含む投資案件について、Salesforce内規・法令遵守の観点で事前確認を実施。必要に応じLegal/EthicsやSenior Leadershipと協議し、判断結果を記録管理
- 個別案件におけるSecurity Checksheet対応、情報セキュリティ・個人データ保護に関する関係者調整や担当営業・プロジェクトチームへの指導
- プライバシーマーク維持のための社内対応・継続的な運用改善、および部門BCP(事業継続計画)演習への参加とそこから得た知見に基づく継続的な改善推進
- 部門内AIツールの利用ガバナンス整理(Global連携含む)と、リスク・コンプライアンス・AIツール利用等に関する社内イネーブルメントの実施
- ジュニアメンバーへのメンタリングとDeal Risk評価に関するナレッジ共有
You're Our Person If...
- 役務の提供に際し、契約とプロジェクトの建付けを論理的に整理・説明する力や高い倫理観(公平性・合理的必然性)
- 提案書レビューや契約審査の実務経験(業務委託契約書や収益認識の理解)
- PS/コンサルティング領域における6年以上の実務経験
- Deal Structuringにおける3年以上の実務経験
- 大規模構築案件のリスクアセスメント経験
- 複数ステークホルダー(Sales、Delivery、Legal、Finance、グローバルOps)との折衝・調整力
- 日本語・英語ビジネスレベル(Global連携のため必須)
- 正式な決裁権限がない中でも、複数ステークホルダーを巻き込み自律的に商談・案件を前進させる推進力
Even Better If...
- PMP (Project Management Professional)
- 情報セキュリティ/個人データ保護に関する実務知識
- 収益認識(ASC606)に関する基礎的な理解
- AIツールを活用した業務改善への意欲
- Salesforce製品知識・資格
The Experience
The Customer Success Group (CSG) is Salesforce's organization dedicated to driving customer success. As Salesforce's post-sales organization, CSG is composed primarily of four functions: Customer Success, Professional Services, Product Support, and Renewals.
This role sits within the Operations function of CSG's Professional Services organization, owning contract consultation, revenue management, and overall compliance support on individual engagements as part of project risk management.
This is a Senior Manager role responsible for Professional Services (PS) operations in the Japan region. The role leads the Deal Risk Assessment process for large-scale implementation engagements, partnering with the Global Services Deal Strategy team to ensure quality and accuracy end-to-end — from contracting through delivery to revenue recognition. The role also engages broadly in organizational operations, including maintaining Privacy Mark certification, driving BCP (business continuity plan) exercises, and establishing governance for AI tool usage within the organization — contributing to the organization's growth through both risk management and operations.
Success in this role is measured by appropriate assessment and mitigation of Deal Risk and recommendations to leadership, effective guidance to sales representatives and deal support on individual engagements, and the Professional Services organization's revenue.
This role is expected to establish itself as a trusted advisor across the organization's risk management, serving as a go-to point of contact that Sales, Delivery, Legal, Finance, and organizational Leadership can rely on. Beyond analysis and advisory, this requires hands-on execution — directly handling consultations on individual engagements and educating stakeholders — with ownership of outcomes.
What You'll Actually Be Doing
- Lead Deal Risk Assessment for large-scale implementation engagements. As the Japan delegate for the Global Services Deal Strategy (DealStrat) team, organize mitigation measures based on the Risk Breakdown Structure and provide decision-making input to organizational Senior Leadership (risk assessment, investment eligibility, feasibility of resources, staffing plan, and cost estimates). Also responsible for confirming internal adoption of and adherence to DealStrat-related policies
- Provide consultation on contract structuring for complex, large, or difficult-to-negotiate deals, and support sales representatives' negotiation strategy (separating paid/unpaid scope, assessing and advising on revenue recognition impact based on an understanding of ASC 606)
- Conduct advance review of investment deals involving unpaid services from the perspective of Salesforce internal policy and legal compliance. Consult with Legal/Ethics and Senior Leadership as needed, and maintain records of decisions
- Handle Security Checksheet responses on individual engagements, coordinate with stakeholders on information security and personal data protection, and guide the responsible sales rep and project team
- Support internal processes and continuous operational improvement for maintaining Privacy Mark certification, and participate in the organization's BCP (business continuity plan) exercises, driving continuous improvement based on learnings
- Organize governance for AI tool usage within the organization (including Global coordination), and conduct internal enablement on risk, compliance, and AI tool usage
- Mentor junior members and share knowledge on Deal Risk assessment
You're Our Person If...
- You have strong ethics (fairness and reasonable necessity) and the ability to logically organize and explain contract and project structuring in the delivery of services
- You have hands-on experience reviewing proposals and contracts (including an understanding of outsourcing agreements and revenue recognition)
- You have 6+ years of experience in Professional Services/Consulting
- You have 3+ years of experience in Deal Structuring
- You have experience with risk assessment on large-scale implementation engagements
- You have the ability to negotiate and coordinate with multiple stakeholders (Sales, Delivery, Legal, Finance, Global Ops)
- You have business-level Japanese and English (required for Global coordination)
- You have the drive to independently move deals and engagements forward by involving multiple stakeholders, even without formal decision-making authority
Even Better If...
- PMP (Project Management Professional)
- Practical knowledge of information security/personal data protection
- Basic understanding of revenue recognition (ASC 606)
- Enthusiasm for improving work processes using AI tools
- Salesforce product knowledge/certifications
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
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Posting Statement
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