Business Value Services Lead

About the Role

The Business Value Services (BVS) team serves as trusted value advisors to our Global Public Sector, Education, and NGO customers. This role will be focused on the Nonprofit sector, making this Nonprofit experience critical. We bridge the gap between Salesforce capabilities and customer business outcomes by 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 workshops with customers to identify business goals, pain points, and success metrics
• Build quantified business cases using a combination of tools demonstrating ROI, TCO advantages, and financial 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 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

• 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 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 (10-20%) 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 nonprofit organizations.

• Demonstrated familiarity and facility with nonprofit metrics and standard reporting structures such as Form 990s

• 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, Highspot, Trailhead, and continuous

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.

Accommodations

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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: https://https://www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

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 $117,040 - $191,030 annuallyThere 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 $128,660 - $210,280 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.