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

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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.
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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
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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
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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
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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. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

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