Principal Value Advisor

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

JOB SUMMARY: PRINCIPAL VALUE ADVISOR

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.

WHAT YOU GET TO DO IN THIS ROLE

STRATEGIC VALUE LEADERSHIP & DEAL EXECUTION

- 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.

METHODOLOGY, IP & SCALABILITY

- 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.

THOUGHT LEADERSHIP, MENTORSHIP & VISIBILITY

- 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