Director, Solution Engineering

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.