Salesforce Business Development Vice President

Job Overview & Responsibilities

The Salesforce Business Development Vice President is responsible for leading and driving the growth initiatives for our Salesforce business unit within the public sector. This senior level role will serve as a primary liaison between Emergent and Salesforce’s public sector channels and sales teams, building trust and credibility while advocating for our inclusion in strategic government initiatives, RFP opportunities and high-visibility implementations.

 

Responsibilities and Essential Duties

• Internal Salesforce Advocacy: Serve as primary liaison between Emergent and Salesforce’s public sector channels and sales teams. Advocate for our inclusion in strategic government initiatives, RFP opportunities, and high-visibility implementations. Build champions within Salesforce who will recommend our services over competitors.
• Salesforce Internal Relationship Building:  Develop and maintain strategic relationships with Salesforce public sector business leaders, account executives, solution engineers, and channel managers within Federal, SLG and Education verticals. Build trust and credibility within Salesforce’s government sales organization to position Emergent as the preferred partner over incumbent competitors.
• Salesforce Ecosystem Navigation: Leverage deep understanding of Salesforce’s internal processes, sales methodologies, and partner evaluation criteria. Understand how Salesforce measures partner performance and optimize Emergent’s positioning accordingly.
• Salesforce Partnership Development: Leverage existing relationships within Salesforce’s public sector organization to position Emergent as a preferred partner. Work closely with Salesforce account executives, solution engineers, and channel managers to identify and secure co-selling opportunities with government agencies.
• Opportunity Pipeline Generation: Utilize deep knowledge of Salesforce’s government pipeline and leverage established internal relationships to identify upcoming RFPs, modernization initiatives, and digital transformation projects. Work with sales team to register qualified opportunities through Salesforce’s partner portal and coordinate joint pursuit strategies.
• Internal Salesforce Education & Enablement: Train and educate Emergent’s sales team on Salesforce solutions and compliance requirements.
• Go-to-market Strategy Collaboration: Partner with Emergent’s sales leadership to develop integrated go-to-market strategies that align internal capabilities with Salesforce partnership opportunities. Coordinate joint sales activities, proposal development, and client presentation strategies.
• Internal Process Development: Establish and refine Emergent’s partner engagement processes, opportunity management workflows, and Salesforce relationship protocols. Create standardized approaches for deal registration, joint pursuit management and partnership reporting.
• Other duties, as assigned.

Qualifications

Minimum Education and Experience:

 

• Bachelor’s Degree in business, marketing or related field, or equivalent experience.
• Minimum of 10+ years of experience in sales roles at Salesforce with focus on public sector sales.
• Experience working with partner ecosystem and implementing channel sales strategies, driving sales growth through indirect channels.

 

Knowledge/Skills/Abilities:

• Deep understanding of the public sector marketplace, including government procurement processes, key agencies, and relevant regulations such as FISMA, FedRAMP, and Section 508 compliance.
• Knowledge and experience in managing complex government sales cycles.
• Strong interpersonal and networking skills, with the ability to engage with senior executives and government officials at all levels.
• Sound business judgment, strong sales, negotiation, and analytical skills.
• Deep understanding of partner network.
• Understands resell business.
• Flexible and agile in responding to evolving business priorities and dealing with ambiguity.
• Ability to collaborate across organization and with external stakeholders.
• Effective written, verbal and interpersonal communication skills.
• Strong time-management and organizational ability.
• Advanced presentation skills, with ability to guide and influence senior leaders, customers and other key stakeholders.
• Ability to perform and multitask in a high pace environment.

Company Overview

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