Alliances - Partner Account Manager/ Senior Manager

at  Salesforce

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Job Category
Sales
Job Details

ABOUT SALESFORCE

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.
We are looking for a highly motivated senior leader and team player to join the Alliances and Channels Indirect Channel Management team to design, launch and support aggressive plans to strategically grow our Cloud Reseller ecosystem.
The ideal candidate will blend critical thinking, outstanding partner relationship leadership skills, and an entrepreneurial approach. In addition, an ability to effectively collaborate with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, partner programs, and operations is critical.

Key Responsibilities:

• Act as a liaison between Salesforce and our reseller partners to build, maintain, and manage relationships with current and prospective partners
• Perform all aspects of partner development, including partner identification and recruitment, relationship building, developing launch activities, validating partner value proposition, QBRs, assessing partner competencies, driving certifications, managing incentives/benefits and delivering against Resell ACV targets
• Play a proactive role in the development of our reseller partner ecosystem and reseller program as both grow and evolve
• Work closely with sales, marketing, product, business development, and strategy to design the go-to-market plan and drive execution of related activities
• Provide consistent partner management to ensure that our Reseller partners are developing their sales, pre-sales and post-sales capabilities in line with Salesforce strategy
• Liaise with and motivate individuals at all levels of the partner relationships
• Initiate and conduct/coordinate sales, pre-sales, product readiness and post-sales training events
• Serve as internal ambassador and champion for Cloud Resellers
• Co-develop and execute partner marketing plans and events in conjunction with internal and partner resources

Qualifications:

• Demonstrated experience successfully building partner programs for software OEM, VAR, and/or ISV channels
• Extensive experience in consulting, management, sales and/or business leadership in enterprise software or related industry
• Outstanding knowledge of partner development approaches to seed and grow software partner businesses
• Experience working with multiple Sales teams driving and building the partner ecosystem
• Ability to think strategically and develop compelling plans for new partner initiatives
• History of successfully developing and leading multiple strategic partnerships
• Solid understanding of Salesforce technology and SaaS, PaaS, and a PaaS markets
• Experience creating and building differentiated relationships with Reseller partners and marketplace partners
• Strong knowledge and network/references from partners and contacts in Germany

Knowledge/Skills/Experience:

• Sound business acumen skills; thrive in a fast-paced, dynamic work environment
• Excellent spoken and written communication, interpersonal, relationship building skills
• Highly motivated and independent contributor
• High energy, enthusiasm, and passion for the business
• Business or Engineering degree or relevant experience
• Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining executive-level relationships with clients, partners, etc.
• Willing and able to travel in Germany, as the need arises.
• Proficient in German and English

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• Act as a liaison between Salesforce and our reseller partners to build, maintain, and manage relationships with current and prospective partners
• Perform all aspects of partner development, including partner identification and recruitment, relationship building, developing launch activities, validating partner value proposition, QBRs, assessing partner competencies, driving certifications, managing incentives/benefits and delivering against Resell ACV targets
• Play a proactive role in the development of our reseller partner ecosystem and reseller program as both grow and evolve
• Work closely with sales, marketing, product, business development, and strategy to design the go-to-market plan and drive execution of related activities
• Provide consistent partner management to ensure that our Reseller partners are developing their sales, pre-sales and post-sales capabilities in line with Salesforce strategy
• Liaise with and motivate individuals at all levels of the partner relationships
• Initiate and conduct/coordinate sales, pre-sales, product readiness and post-sales training events
• Serve as internal ambassador and champion for Cloud Resellers
• Co-develop and execute partner marketing plans and events in conjunction with internal and partner resource