Description
About the Role
Come join the Salesforce Solution Engineering leadership org for Spain and Portugal as a Director focused on the Public Sector industry. Through collaboration with customers, Product teams, and Professional Services, our Public Sector Solution Engineering leaders develop thoughtful, industry-specific solutions that help central and local government entities, government-owned companies and other public institutions and organizations connect with their citizens, constituents and stakeholders in transformative new ways.
The Public Sector organizational unit at Salesforce is a matrix organization with a single focused mission and a highly integrated and efficient operating model, which requires presales leaders to have a nimble, hands-on, get-the-job-done attitude.
Our Public Sector SE team specializes in delivering Salesforce solutions — including Agentforce for Public Sector, Data Cloud, Health Cloud, and more — tailored to the unique regulated public engagement challenges.
We hire based on skills and experience and are open to the right candidate who brings deep Public Sector domain expertise, a passion for innovation and a sense of mission in helping governments enhance their relationships with citizens.
Your Mission as a Public Sector Solutions Engineering pre-sales leader
In this influential role, you will:
Lead Industry Transformation: Guide Public Sector customers in Spain and Portugal through their digital transformation journeys, offering strategic counsel on commercial excellence, patient engagement, and AI-powered automation — and helping them move beyond legacy CRM and industry-specific vendors toward a modern, unified platform.
Drive Consumption-Based Growth: Champion the shift from perpetual licensing models to consumption-based Salesforce solutions, helping customers understand the strategic and financial advantages of elastic, usage-based pricing aligned to business outcomes.
Inspire and Develop a High-Performing Team: Build, nurture, and grow a diverse team of Public Sector Solution Engineers with deep domain expertise across central and regional departments, security and defense organizations, public utilities, etc.
Collaborate for Success: Partner closely with Sales leadership to craft and deliver compelling value propositions that resonate with Public Sector executives.
Shape Solutions: Ensure your team designs and demonstrates impactful solutions aligned to customer success — showcasing how Agentforce for Public Sector redefines what's possible compared to traditional vendors in the space.
Foster Growth and Innovation: Develop innovative go-to-market strategies, drive organizational productivity, and champion cross-functional collaboration to achieve strategic goals.
Champion Salesforce Values: Embody Salesforce's core values in every aspect of your leadership, serving as a role model for your team and the wider organization.
Key Responsibilities
Partner with Public Sector Sales leadership to communicate and deliver Salesforce's transformational value proposition across central and regional departments, security and defense organizations, public utilities, etc.
Drive a mindset shift beyond technical discussions — helping customers move away from legacy Public Sector CRM vendors toward an AI-first, data-driven platform built for the future.
Accelerate Consumption Model Adoption: Lead conversations with customers about the strategic advantages of consumption-based pricing for AI, Data Cloud, and Agentforce solutions, emphasizing flexibility, scalability, and alignment to business value.
Evangelize Data Cloud as the Foundation: Position Data Cloud as the essential foundation for all agentic Public Sector solutions.
Lead and manage a diverse Public Sector Solutions Engineering team, ensuring a balance of industry expertise and technical depth to meet customer needs effectively.
Develop and articulate a clear, differentiated point of view on Agentforce for Public Sector vs. traditional vendors, helping customers understand the strategic and operational advantages of the Salesforce platform.
Foster the adoption of AI tools to drive pre-sales efficiency and lead the Solution Engineering team into the a more hands-on customer proximity, building deliverable Prototypes and Proof-of-Concepts.
Attract, develop, and retain top-tier talent with Public Sector domain expertise, creating a culture of performance, innovation, and career growth.
Support customer engagements at both the C-suite level (Chief Commercial Officer, Chief Digital Officer, CIO) and deep technical conversations with Heads of Architecture and IT.
Continuously evaluate and evolve team capabilities to meet emerging Public Sector market trends and customer needs.
Skills and Experience
Leadership and Strategy (essential)
10+ years of experience in a leadership role within strategy, management consulting, or sales organizations, with expertise in pre-sales, sales, and project delivery.
Demonstrated ability to build and manage high-performing teams while fostering a collaborative, innovative culture.
Public Sector Industry Expertise (desired)
Deep, hands-on knowledge of the Public Sector industry, especially with regard to public procurement policies and procedures.
Strong understanding of key government challenges in managing the relationship with citizens, constituents and stakeholders.
Familiarity with compliance frameworks such as ENS, GDPR, CCN-STIC requirements.
AI for Public Sector (preferred)
A compelling, differentiated perspective on why Salesforce Agentforce for Public Sector represents a fundamentally superior approach compared to traditional Public Sector vendors and legacy CRM platforms.
Ability to clearly articulate how Agentforce's AI-native, agentic capabilities.
Experience helping customers understand the long-term strategic risks of point solutions and the advantages of a unified, extensible platform that brings together CRM, data, AI, and automation in a single trusted environment.
Data Cloud Foundation Expertise (preferred)
Deep understanding of Data Cloud as the foundational layer for all agentic Public Sector solutions, including how unified, harmonized customer data enables intelligent, real-time decision-making.
Ability to articulate how Data Cloud breaks down data silos across CRM, ERP, legacy systems, and third-party data sources — creating a single source of truth that powers autonomous agents, predictive analytics, and personalized engagement at scale.
Experience positioning the strategic value of a data-first architecture in the Public Sector.
Consumption Model Advocacy (desired)
Strong point of view on the advantages of consumption-based pricing models for Public Sector customers, including elastic scalability, pay-as-you-grow economics, and alignment of technology costs to business outcomes.
Ability to help customers navigate the shift from perpetual, seat-based licensing to consumption models for AI, Data Cloud, and Agentforce — demonstrating ROI, TCO advantages, and strategic flexibility.
Experience addressing procurement concerns around consumption pricing, including forecasting, budgeting, and governance models that ensure predictability while maintaining agility.
Customer-Centric Approach
Strong track record of engaging C-level executives in Public Sector organizations and influencing their transformation agendas.
Experience selling and delivering solutions at the executive level, with a focus on value and outcomes over feature/function comparisons.
Technical Expertise
Strong understanding of cloud computing technologies and the ability to articulate their business benefits clearly in a Public Sector context.
Proficiency in IT architecture, enterprise applications, and business process integration — particularly as they relate to Public Sector commercial and clinical workflows.
Bachelors in Computer Science or related field.
Transformation Mindset
Deep knowledge of design thinking and human-centered approaches to innovation and problem-solving.
A passion for technology, innovation, and driving continuous improvement in an industry undergoing rapid digital transformation.
Operational Excellence
Strong analytical and negotiation skills, particularly when engaging at the C-level.
Proven ability to deliver revenue targets while maintaining a focus on team development and growth.
Personal Attributes
Exceptional communication and presentation skills, both written and verbal — including the ability to translate complex Public Sector business challenges into clear, compelling Salesforce solution narratives.
A forward-thinking and strategic mindset with a focus on execution and delivering measurable outcomes.
Ability to evaluate and reshape existing teams while mentoring and inspiring individuals to achieve their potential.
Skilled at balancing strategic vision with attention to detail and operational execution.
Genuine passion for the Public Sector industry and a belief in technology's power to improve patient outcomes and commercial performance.
Your Impact
Present AI-powered, agentic Public Sector solutions built on a Data Cloud foundation to business and technical audiences across pharma, biotech, and medtech.
Help customers understand the strategic shift to consumption-based models and how this approach aligns technology investment with business growth and outcomes.
Support the Solution Engineering and Sales teams by providing guidance on Public Sector-specific sales strategies, competitive positioning against legacy vendors, and how to solve industry-specific challenges with Salesforce.
Communicate and strategize with Sales Leadership on how best to address the Public Sector market to drive customer success and closed deals.
Allocate resources across your region to maximize impact across a diverse set of Public Sector accounts and segments.
Act as a sounding board for your team — someone SEs feel comfortable bringing their toughest Public Sector challenges to and working through solutions together.
Set a culture within your team that makes SEs excited to come to work each day because they feel supported, are growing professionally, and genuinely enjoy each other's success.
Champion the vision of autonomous, intelligent agents that work on behalf of Public Sector customers.
Position Data Cloud not as an add-on, but as the essential foundation that makes agentic solutions possible, reliable, and compliant in the highly regulated Public Sector environment.