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

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Job Category
Sales Job Details
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Applications will be accepted until 09/30/2026. 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