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Job CategoryAlliances & Channels
PURPOSE AND OBJECTIVES
The AMER Partner Sales organization at Salesforce, drives our strategic engagement with the field and our dynamic SI ecosystem. Salesforce is transforming the industry and works closely with our partner ecosystem to drive customer transformation, articulate how our solutions solve their challenges and together deliver customer value. The Partner Sales Leader is responsible for helping lead this change with responsibility for driving the strategic planning with our Financial Services (Fins) distribution leaders.
EXPECTATIONS AND TASKS
The Fins Partner Sales Leader is responsible for developing and driving the execution of revenue-driving programs and initiatives as well as customer value realization with our partner ecosystem. Success is the design and execution of a plan, with Fins leadership and key stakeholders, that will; drive partners to master segment specific market trends, speak the language of customers, and articulate how our solutions solve their challenges. Critical to this plan is the maniacal focus to drive customer success, while ensuring revenue acceleration and predictability.
MAJOR RESPONSIBILITIES INCLUDE:
Work with Fins leadership to develop a joint strategy and plan that encompasses the business needs of the team from a revenue, industry and region perspective.
Align Fins Partner Sales team with the Fins leadership priorities and goals, to ensure measurable partner impact both from a revenue and customer success perspective.
Take partner sales plays, offerings and industry assets/solutions to market for execution and engagement with our Salesforce Fins teams and Salesforce Industries.
Execute, manage and deliver pipeline and revenue tied to Fins strategies and initiatives in close alignment with internal and external stakeholders.
Review sales play metrics/effectiveness on a recurring basis with Partners, Partner Sales team, Sales Regions & Business Development teams.
Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
Conduct executive interactions / cadence with top SI partners & Salesforce stakeholders (Fins leaders, Industry Teams, Mulesoft, Tableau, etc.)
Communications - Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.
This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.
15+ years in a channel sales or channel management roles
Extensive external industry network with 10+ years of SaaS based solutions and CRM Cloud partner channel sales experience
Proven ability to build, lead and execute strategy in a cross-functional environment.
Strong tolerance for ambiguity; able to focus and execute in a changing environment ; ability to make things happen.
Demonstrated analytical, organizational, and project management skills , using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness.
Demonstrable proof of producing measurable results of influenced revenue or channel sales through AMER system integrators
Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
Strong drive and character qualities that match with company core values and inspires others to follow and act
Executive presence to lead and manage the most strategic global partners.
Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.
Understanding of service offering creation, marketing, lead generation and professional services organization key performance indicators.
Demonstrated ability to manage, grow and nurture team members, cultivating their career paths and goals.
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
MS/MBA or other related advanced degree preferred.
United States (Major city including Chicago, New York, Atlanta, Dallas, San Francisco, Los Angeles)
25% - 50%
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