Principal Value Advisor

Location: Tokyo, Japan; travel required 25%–35% across Japan and the region.

Company

Snowflake provides a cloud data platform and is developing products and practices for the agentic enterprise, data sharing, governance, and AI/ML monetization.

What you will do

• Lead strategic value engagements, including board-level presentations, competitive displacements, and stalled-deal rescues.
• Advise sales leaders and account teams on deal strategy, value positioning, and the “Why Change? Why Snowflake? Why Now?” framework.
• Facilitate data and AI strategy workshops with customer executives and business-unit leaders.
• Own pre-sale Value Assessments and post-sale Value Realization Studies, producing CFO-ready business cases.
• Develop financial-modeling methodologies, ROI calculators, benchmarking databases, FinOps frameworks, and scalable value assets.
• Publish industry perspectives, influence value frameworks, mentor Value Advisors, and lead cross-functional initiatives.

Requirements

• Native or business-fluent Japanese and fluent English, including the ability to lead C-suite conversations and create board-level deliverables in both languages.
• Based in Japan with strong knowledge of Japanese enterprise culture, decision-making, and executive engagement practices.
• 10+ years of experience in Value Engineering, Customer Success, management consulting, or strategic value-added sales.
• Expertise in financial modeling, including NPV, ROI, TCO, and IRR, with the ability to build defensible models in ambiguous environments.
• Understanding of enterprise cloud economics, modern data architectures, data governance, AI/ML monetization, and cloud FinOps.
• Undergraduate degree in Economics, Finance, Engineering, or Business; advanced degree is a plus.

Nice to have

• Experience at a Tier 1 management consulting firm.
• History of creating methodologies or intellectual property adopted as organizational standards.
• Experience operationalizing MEDDPICC within value and sales processes.

Culture & Benefits

• Individual-contributor role with responsibility for shaping the Value Advisory practice.
• Experimental, AI-native, low-ego, and ownership-oriented working environment.
• Opportunity to represent Snowflake at summits, executive roundtables, and industry conferences.
• Regular customer and industry travel across Japan and the region.