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.

• The Field CFO Imperative: Act as a strategic peer to customer finance leaders, bridging the gap between clinical/operational outcomes and financial impact to unlock access and influence beyond the IT buyer.
• Transform the Value Motion: Lead the evolution from traditional business‑case development to a value‑based, outcome‑first engagement model that transforms health care and makes it more sustainable.
• Build Outcome Engineering Capabilities: Develop frameworks, methodologies, and tools for collaborative business cases and transformation value narratives. Consumption lifecycle mapping and value realization tracking.
• Drive Consumption and Value: Partner with stakeholders across the health care ecosystem to develop the value narrative and consumption logic as it pertains to revenue and operational efficiencies.
• Lead Strategic Engagements: Guide your team in delivering outcome design, end‑to‑end patient journey optimization, and value road‑mapping across our most strategic accounts.
• Scale Through Innovation: Leverage data analytics and AI to scale business value expertise, mapping patient journeys and building prediction models to identify significant cost‑reduction opportunities.

• 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.

• 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.
• Build a process to stress‑test competitive pricing models and expose vulnerabilities that the account team may rationalize away.
• Review key account deal structure for financial risk, including payment terms, contractual exposure, and credit/budget alignment.
• Identify key account deal 'blockers' hidden in financial organization dynamics, such as competing capital expenditure initiatives.

• 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…