Director, Business Value Services (Public Sector: Higher Education)

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job Category Sales Job Details About Salesforce Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all. Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce. Job: Director, Business Value Services Role Type: BVS Consultant Segment: Public Sector/EDU/NGO AMER About the Role The Business Value Services (BVS) team serves as trusted value advisors to our Global Public Sector, Education, and NGO customers. We bridge the gap between Salesforce capabilities and customer business outcomes by helping account teams and customers focus on business/mission outcomes, quantifying value, articulating ROI, and enabling account teams to speak the language of business decision-makers. As a BVS Specialist, you'll partner with Account Executives, Solution Engineers, and customer stakeholders to build compelling business cases, craft strategic value messaging, and accelerate deal velocity across government agencies, educational institutions, and nonprofit organizations. What You'll Do Value Discovery & Business Case Development Lead value discovery sessions or 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 using a combination of tools demonstrating ROI, TCO advantages, and financial and mission impact Create compelling value maps that connect organizational goals to Salesforce capabilities and measurable outcomes Translate technical solutions into business value narratives that resonate with C-suite executives and budget decision-makers Strategic Proposal Development Collaborate with account teams to craft value-infused proposals and executive presentations Develop sector-specific messaging for Federal, State & Local Government, Education, and NGO markets Position Salesforce solutions (Public Sector Solutions, Education Cloud, Nonprofit Cloud, Data Cloud, Agentforce, etc.) in the context of mission‑critical challenges Incorporate customer success metrics, industry benchmarks, and available research (e.g. IDC Studies, Forrester TEI studies) into sales materials Sales Enablement & Advisory Serve as a value‑selling subject matter expert for account teams across your assigned territory/accounts Conduct "office hours" and advisory sessions to coach AEs and SEs on value‑selling best practices Enable self‑service value capabilities by training teams on BVS tools and methodologies Partner with Solution Engineers to integrate value narratives into technical demonstrations Customer Engagement & Relationship Building 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 value realization efforts post‑sale to demonstrate ongoing impact and support expansion opportunities Participate in strategic customer events including Agentforce World Tours, executive briefings, and industry conferences Cross‑Functional Collaboration Work closely with Sales, Solution Engineering, Industry Advisory, CSG (Customer Success Group), Professional Services, and Product teams Contribute completed business cases to the BVS ROI Library for organizational learning Share best practices and learnings across the global BVS community Support special projects and strategic initiatives as identified by BVS leadership What You'll Bring Required Qualifications 8+ years of professional experience in one or more of: 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 - comfortable building ROI models, TCO analyses, and benefit quantification Exceptional communication skills - 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 Self‑starter mentality with ability to manage multiple engagements simultaneously with minimal supervision Willingness to travel occasionally (10‑15%) for customer meetings, team events, and industry conferences Preferred Qualifications Salesforce experience - either as a customer, implementation partner, or Salesforce employee (certifications a plus) Public Sector domain expertise in areas such as grants management, case management, licensing & permitting, constituent services, emergency response, or student lifecycle management Background as a former industry practitioner - experience working in government agencies, school districts, universities, or nonprofit organizations Consulting or advisory firm experience (e.g., Big 4, boutique consulting, or specialist firms) Technical background - understanding of CRM systems, platform architecture, integration patterns, or data management Previous sales or customer‑facing roles within SaaS, enterprise software, or technology companies Salesforce Certifications such as Administrator, Platform App Builder, or Sales/Service Cloud Consultant MBA or relevant advanced degree in business, public administration, policy, or related field The Ideal Candidate Profile Based on successful BVS team members, you likely have: Experience as a former industry leader, senior consultant, or public sector practitioner Ideal candidates will have consultative experience working with public sector organizations. Multiple Salesforce certifications demonstrating platform expertise Background in CSG (renewals/NNAOV) or account management roles 8+ years at Salesforce or equivalent experience in enterprise SaaS Experience as a former builder or administrator who understands the technical implementation side Domain expertise that matches customer buyer personas - you've been in their shoes and can relate to their challenges You bring: Curiosity - you ask thoughtful questions to uncover the real business drivers Relationship focus - you build trust and become a valued advisor, not just a resource Analytical rigor - you're comfortable with both qualitative insights and quantitative modeling Multi‑cloud expertise - you understand how to position the full Salesforce portfolio (Core, Data Cloud, MuleSoft, Tableau, Slack, Agentforce) Business acumen - you think like a consultant and can translate value into executive language Why Join BVS? High‑impact role - your work directly influences multi‑million dollar deals and helps government agencies, schools, and nonprofits modernize their operations Diverse engagements - no two deals are the same; work across Federal agencies, state governments, K‑12 districts, universities, and mission‑driven nonprofits Collaborative culture - join a tight‑knit team of value experts who actively share knowledge and support each other Growth opportunities - develop executive presence, strategic consulting skills, and deep Salesforce product expertise Flexible work environment - remote‑friendly with occasional travel for high‑impact customer meetings and team gatherings World‑class enablement - access to tools like BVD, Slackbot, Trailhead, and continuous educational opportunities Unleash Your Potential When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Accommodations If you need a reasonable accommodation during the application or the recruiting process, please submit a request via Accommodations Request Form. Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates’ resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options. Posting Statement Salesforce is an equal opportunity employer and maintains a policy of non‑discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education. In the United States, compensation offered will be determined by factors such as location, job level, job‑related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range for this position is $174,020 - $232,750 annually. Your recruiter can share more about the specific salary range for the job location during the hiring process. There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $191,450 - $256,060 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable. #J-18808-Ljbffr Socket.dev