Director, Business Value Services – Public Sector, Higher Education
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Job Description
Salesforce director helping government, education, and nonprofit customers quantify ROI and mission impact. Building business cases and value narratives to accelerate enterprise sales.
Responsibilities:
- Lead value discovery sessions and workshops with customers to identify business goals, pain points, and success metrics
- Conduct value discovery research using publicly available information
- Build quantified business case models demonstrating ROI, TCO advantages, and financial and mission impact
- Create value maps connecting organizational goals to Salesforce capabilities and measurable outcomes
- Translate technical solutions into business value narratives for C-suite executives and budget decision-makers
- Collaborate with account teams to develop value-infused proposals and executive presentations
- Develop sector-specific messaging for Federal, State & Local Government, Education, and NGO markets
- Position Salesforce solutions including Public Sector Solutions, Education Cloud, Nonprofit Cloud, Data Cloud, and Agentforce
- Incorporate customer success metrics, industry benchmarks, and available research into sales materials
- Serve as a value-selling subject matter expert for account teams across assigned territory/accounts
- Conduct office hours and advisory sessions to coach AEs and SEs
- Train teams on BVS tools and methodologies
- Partner with Solution Engineers to integrate value narratives into technical demonstrations
- Co-create and present business cases and ROI analyses to customer executives, procurement teams, and budget committees
- Build trusted relationships with customer stakeholders across IT, finance, and lines of business
- Support post-sale value realization and expansion opportunities
- Participate in strategic customer events, executive briefings, and industry conferences
- Collaborate with Sales, Solution Engineering, Industry Advisory, CSG, Professional Services, and Product teams
- Contribute completed business cases to the BVS ROI Library
- Share best practices across the global BVS community
- Support special projects and strategic initiatives identified by BVS leadership
Requirements:
- 8+ years of professional experience in management consulting, business analysis, sales engineering, pre-sales, customer success, or public sector advisory roles
- Deep understanding of Public Sector, Education, or NGO environments, including procurement processes, budget cycles, compliance requirements, and stakeholder ecosystems
- Strong analytical and financial modeling skills, including ROI models, TCO analyses, and benefit quantification
- Ability to translate complex technical concepts into compelling business narratives for executive audiences
- Demonstrated success in value-based selling or advisory engagements with measurable business outcomes
- Ability to manage multiple engagements simultaneously with minimal supervision
- Willingness to travel occasionally (10–15%)
- Salesforce experience preferred; certifications a plus
- Public Sector domain expertise preferred
- Experience working in government agencies, school districts, universities, or nonprofit organizations preferred
- Consulting or advisory firm experience preferred
- Understanding of CRM systems, platform architecture, integration patterns, or data management preferred
- Previous sales or customer-facing experience within SaaS, enterprise software, or technology companies preferred
- Salesforce certifications such as Administrator, Platform App Builder, or Sales/Service Cloud Consultant preferred
- MBA or relevant advanced degree preferred
Benefits:
- Time off programs
- Medical insurance
- Dental insurance
- Vision insurance
- Mental health support
- Paid parental leave
- Life insurance
- Disability insurance
- 401(k)
- Employee stock purchasing program
- Incentive compensation may be available
- Equity may be available
- Remote-friendly flexible work environment
- World-class enablement
- Continuous educational opportunities
- Occasional travel for high-impact customer meetings and team gatherings
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