Lead, Account SE - Higher Education

Want to drive innovation in education? Join Salesforce’s Global Public Sector Solution Engineering team and help institutions modernize operations, enhance learner experiences, and improve engagement through cutting-edge technology. As an Account Solution Engineer, you’ll collaborate with sales teams, product experts, and partners to develop tailored solutions that address institutional challenges. From discovery to demonstration, you’ll showcase the power of Salesforce’s platform to optimize the entire student life cycle, streamline administrative processes, and drive long-term transformation. In a fast-paced, results-driven environment, your ability to bridge technology and strategy will be key. You’ll lead technical conversations, articulate business value, and build trust with institutions seeking to innovate. If you thrive on solving complex problems and driving meaningful change, this role is for you.

Responsibilities

• Lead the Solution Cycle – Collaborate closely with account executives, product specialists, and partners to drive the technical aspects of the sales cycle from discovery to close.
• Understand Institutional Needs – Engage with education institutions to deeply understand their unique challenges and strategic goals, mapping them to Salesforce’s solutions. This role will primarily align to large higher education institutions; however you will have the opportunity for exposure and support of non-traditional and K-12 organizations as well.
• Position Salesforce as a Strategic Partner – Clearly articulate how Salesforce platform and products, including but not limited to Agentforce for Education, align to institutional initiatives. Prepare, build, and present tailored demonstrations that showcase Salesforce solutions aligned to institutions' strategic and technical goals
• Apply Industry and Technical Expertise – Translate education business processes into impactful technology solutions, differentiating Salesforce capabilities to both technical and non-technical stakeholders.
• Support RFP and Proposal Processes – Lead the technical response to RFPs and RFIs, ensuring alignment with institutional priorities and clearly demonstrating Salesforce’s value.
• Collaborate Across Teams – Work effectively with account teams, solution specialists, professional services, and Salesforce partners to align Salesforce solutions with institutional needs.
• Stay Ahead of Industry Trends – Continuously build expertise in education challenges and technology trends, incorporating insights into solution recommendations.
• Achieve Performance Goals – Meet quarterly and annual objectives related to customer engagement, solution development, and revenue contribution (NNAOV).
• Invest in Professional Growth – Participate in training, certifications, and mentorship programs to continuously enhance expertise and effectiveness in the role.
• Drive Consumption & Value Realisation - Support consumption and activation efforts — including account QBRs, health checks, and technical workshops — to drive product adoption, NCR, and reduce attrition risk.
• Consumption Estimation & Use Case Scoping - Partner with account teams to define and document use cases, estimate credit consumption, and build consumption plans that set customers up for successful adoption of AI and Data products.
• Agentforce & AI/Data Use Case Expertise - Develop and present Agentforce and Data360 Cloud use cases tailored to education institutions, including POCs, workshops, and technical deep-dives that demonstrate AI-powered transformation for student success and operational efficiency.

Qualifications

• 7+ years of combined experience working with Salesforce or other CRM solutions, with a focus on education.
• 5+ years of experience in solution engineering, consulting, enterprise software delivery, or customer success.
• Required: A degree in Computer Science (B.S., Master's, or Ph.D)
• Artificial Intelligence and/or Data Certifications, Salesforce-preferred, related to generative AI and LLM concepts
• Deep understanding of education operations, including student lifecycle management, academic operations (registrar, advising, curriculum management), financial aid, student success initiatives, enrollment, and alumni relations.
• Strong technical acumen, with experience configuring and demonstrating Salesforce or similar enterprise platforms in a sales or implementation context.
• Exceptional communication and presentation skills, with the ability to translate complex technical concepts into clear, value-driven narratives for stakeholders at all levels—from IT teams to university presidents.
• Proven ability to lead discovery sessions, understand institutional challenges, and craft tailored solutions that drive digital transformation in higher education.
• Experience with RFP and proposal processes, including developing responses that align with institutional needs and Salesforce’s value proposition.
• Strong time management and prioritization skills, with the ability to manage multiple engagements in a fast-paced sales environment.
• Curiosity and passion for technology, with a desire to continuously learn, experiment, and stay ahead of industry trends in education and CRM solutions.
• Collaborative mindset, able to work cross-functionally with sales, professional services, product teams, and partners to deliver customer success.
• Open to travel for client meetings, presentations, and industry events, approximately 40%.
• Preferred: Salesforce certifications, including Administrator, Education Cloud Consultant, Data 360 Cert, and Experience Cloud.
• Experience with Agentforce for Education, Salesforce Industries (Vlocity), OmniScript, or Industry Common Components is a plus.