Director, Business Value Services – Public Sector, Higher Education

This is a fully remote position, open to applicants in California, +5 more states.

📋 Description

• Facilitate value discovery sessions and workshops with clients to uncover business objectives, challenges, and success indicators.

• Perform value discovery research utilizing publicly accessible information.

• Develop quantified business case models that highlight ROI, TCO benefits, and financial as well as mission impacts.

• Construct value maps linking organizational objectives to Salesforce functionalities and measurable results.

• Convert technical solutions into business value narratives intended for C-suite executives and budget decision-makers.

• Partner with account teams to create proposals and executive presentations infused with value.

• Design sector-specific messaging tailored for Federal, State & Local Government, Education, and NGO markets.

• Position Salesforce offerings, including Public Sector Solutions, Education Cloud, Nonprofit Cloud, Data Cloud, and Agentforce.

• Integrate customer success metrics, industry benchmarks, and relevant research into sales materials.

• Act as a value-selling subject matter expert for account teams within assigned territory/accounts.

• Facilitate office hours and advisory sessions to mentor AEs and SEs.

• Educate teams on BVS tools and methodologies.

• Collaborate with Solution Engineers to weave value narratives into technical demonstrations.

• Co-create and deliver business cases and ROI assessments to client executives, procurement teams, and budget committees.

• Establish trusted relationships with customer stakeholders in IT, finance, and business operations.

• Assist in post-sale value realization and expansion prospects.

• Engage in strategic customer events, executive briefings, and industry conferences.

• Work together with Sales, Solution Engineering, Industry Advisory, CSG, Professional Services, and Product teams.

• Contribute finalized business cases to the BVS ROI Library.

• Share best practices within the global BVS community.

• Assist with special projects and strategic initiatives as identified by BVS leadership.

⛳️ Requirements

• Minimum of 8 years of professional experience in management consulting, business analysis, sales engineering, pre-sales, customer success, or public sector advisory roles.

• Profound understanding of Public Sector, Education, or NGO environments, encompassing procurement processes, budget cycles, compliance requirements, and stakeholder ecosystems.

• Strong analytical and financial modeling expertise, including ROI models, TCO assessments, and benefit quantification.

• Capability to translate intricate technical concepts into engaging business narratives for executive audiences.

• Proven success in value-based selling or advisory engagements yielding measurable business results.

• Ability to handle multiple engagements simultaneously with minimal oversight.

• Willingness to travel occasionally (10–15%).

• Salesforce experience preferred; certifications are a plus.

• Expertise in the Public Sector domain preferred.

• Experience working with government agencies, school districts, universities, or nonprofit organizations preferred.

• Previous experience in consulting or advisory firms preferred.

• Familiarity with CRM systems, platform architecture, integration patterns, or data management preferred.

• Prior sales or customer-facing experience in 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.