Business Value Services Lead

Salesforce•Colorado Springs, CO

About The Position

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 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.

Requirements

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

Nice To Haves

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

Responsibilities

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