Director, Solution Engineering

About the Role

Director focused on the Public Sector industry, based in Spain and Portugal, within Salesforce Solution Engineering leadership org.

Mission

• 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.
• 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 organisations, 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 team designs and demonstrates impactful solutions that showcase how Agentforce for Public Sector redefines possibilities compared to traditional vendors.
• Foster Growth and Innovation: Develop innovative go‑to‑market strategies, drive organisational 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 organisation.

Key Responsibilities

• Partner with Public Sector Sales leadership to communicate and deliver Salesforce's transformational value proposition across central and regional departments, security and defence organisations, 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.
• Evangelise 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 more hands‑on customer proximity, building deliverable prototypes and proofs‑of‑concept.
• 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 organisations, 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, including public procurement policies and procedures.
• Strong understanding of key government challenges in managing relationships 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 vendors and legacy CRM platforms.
• Ability to clearly articulate how Agentforce's AI‑native, agentic capabilities deliver transformational outcomes.
• Experience helping customers understand the long‑term strategic risks of point solutions and the advantages of a unified, extensible platform that unites 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, harmonised 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 personalised 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 organisations and influencing their transformation agendas.
• Experience selling and delivering solutions at the executive level, focusing on value and outcomes rather than feature 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.
• Bachelor's degree in Computer Science or a related field.

Transformation Mindset

• Deep knowledge of design thinking and human‑centred 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 outcomes and performance.

Your Impact

• Present AI‑powered, agentic Public Sector solutions built on a Data Cloud foundation to business and technical audiences across government entities.
• 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 strategise 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 maximise impact across a diverse set of Public Sector accounts and segments.
• Act as a sounding board for your team – a partner with whom 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.

EEO Statement

Salesforce is an equal‑opportunity employer and maintains a policy of non‑discrimination with all employees and applicants for employment. We believe in equality for all and strive to create an inclusive workplace free from discrimination. We assess employees and applicants on merit, competence, and qualifications without regard to race, religion, colour, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other protected classifications. This policy applies to all aspects of employment, including recruitment, hiring, job assignment, compensation, promotion, benefits, training, performance assessment, discipline, and termination. Recruiting, hiring and promotion decisions are fair and based on merit.