Description

Director, Industry Advisor – Justice & Public Safety

About the Industry Advisor Team

The Industry Advisor team develops and executes national market strategies to accelerate Salesforce growth within State and Local Government (SLG). By establishing industry credibility and thought leadership, we serve as trusted partners to state agencies, counties, and municipal organizations. Our mission is to guide digital transformation initiatives that modernize government operations and improve the constituent experience.

The Role

As an Industry Advisor, you will leverage your deep expertise in SLG—either as a former government leader or a strategic vendor—to articulate a compelling Salesforce vision. You will bridge the gap between complex government programs and technology, developing repeatable approaches for key SLG verticals and sub-verticals, such as justice, public safety, health and human services, labor, transportation, and regulatory services. You must be adept at fostering relationships with senior public officials and Salesforce partners, identifying how digital transformation can solve future modernization imperatives.

Core Responsibilities

Vertical Market Strategy

Strategic Leadership: Leverage deep justice, courts, and/or public safety experience to provide a perspective on industry challenges, policy landscapes, and priorities.

Scale Program Development & Execution: Develop scalable go-to-market program points of view uniquely positioning Salesforce solutions for specific justice, courts, legal oversight, and public safety applications and solutions, including thought leadership, strategic POVs, partner strategy, develop RFx messaging, and enablement.

Internal Alignment: Partner with SLG sales leaders and the partner ecosystem to ensure program, sales, and technology investments align with measurable sales objectives.

Customer and Executive Engagement

Transformation Vision: Craft solutions based on unique agency missions, budget cycles, existing client investments, and procurement requirements and engage directly with customers to deliver vision-aligned roadmaps and measurable value.

Stakeholder Management: Navigate complex environments involving IT leaders, agency directors, elected officials, and procurement teams.

Thought Leadership: Represent Salesforce at JPS conferences and lead high-level engagements, including executive briefings, panels, & presentations.

Sales Collaboration

Mission-Focused Growth: Act as a strategic partner to sales teams by leading client discovery, and creating relevant, mission-focused solutions for key accounts.

Cross-Functional Translation: Translate unique JPS needs and agency priorities into actionable Salesforce roadmaps to support multi-year transformation strategies.

Enablement: Develop comprehensive strategic justice, courts, and public safety enablements for the sales organizations on Salesforce value prop, solution, and trends.

Success Criteria:

Generate and grow pipeline and revenue in JPS organizations related to courts, justice, public safety, and other adjacent oversight entities.

Successfully grow industry awareness for the Salesforce brand in these designated programs with a positive 2-year+ growth trend.

Establish strong relationships with senior government officials to drive customer success, continuous innovation and ongoing government transformation with Salesforce.

Build national partnerships with new and existing Salesforce Alliance partners to support innovating on Salesforce for JPS.

Minimum Requirements

Industry Expertise: 10+ years of experience with JPS agencies, public sector digital transformation, or managing government technology programs.

Domain Knowledge: Deep understanding of JPS stakeholder experience, use cases, legacy modernization, data integration, and compliance.

Procurement Literacy: Familiarity with government budget cycles, funding mechanisms, and procurement processes.

Communication: Exceptional writing and presentation skills; ability to influence agency leadership and large audiences at national conferences.

Leadership: Proven ability to lead through influence in a matrixed environment and synthesize complex challenges into actionable strategies.

Travel: Ability to travel up to 50%.

Preferred Requirements

Program Development & Execution: Experience developing comprehensive, scalable program portfolios to aid sales to execute a go-to-market strategy for targeted programs.

Cross-Vertical Experience: Expertise in multiple sectors (e.g., Justice and HHS).

Intergovernmental Insight: Understanding of federal-state-local dynamics and funding.

Salesforce Knowledge: Familiarity with Salesforce Public Sector Solutions and Government Cloud (certifications are a plus).

Functional Expertise: Direct experience with JPS use cases and the functionality required for a modernized system.

For roles in San Francisco and Los Angeles: 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.