Director, Business Value Services – Public Sector, Higher Education

🔥 1 hour ago

🏄 California, Colorado, +4 more states – Remote

🏄 California – Remote ⛰️ Colorado – Remote 🌽 Illinois – Remote ❄️ Minnesota – Remote 🤠 Texas – Remote ⚔️ Virginia – Remote

💵 $174k - $232.8k / year

⏰ Full Time

🔴 Lead

👔 Director

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Salesforce

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1999

💼 Consulting

📣 Marketing

☁️ SaaS

Consulting • Marketing • SaaS

Salesforce is a leading cloud-based software company that provides a comprehensive customer relationship management (CRM) platform. The platform connects all company data and teams on an integrated, AI-driven system to improve sales, customer service, and marketing efforts. Salesforce offers scalable solutions for businesses of all sizes, including small and medium enterprises, and provides industry-specific solutions to modernize operations, save time, and reduce costs. Salesforce also offers educational resources through Trailhead and a wide selection of apps on AppExchange to extend its CRM capabilities.

📋 Description

• 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