Partner Account Manager, Nz
7 months ago
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.
The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Global Strategic Partners and ISV Partners. Salesforce is transforming the industry and this portfolio of partners are key to our success in the Australian market. The Partner Alliance Manager (PAM) is responsible for helping lead this change with specific responsibility for driving the development and management of our Alliance with four Regional System Integrators in New Zealand.
The Partner Account Manager (PAM) will be responsible for developing and managing our alliance with key partners in the NZ region, including developing a multi-year NZ vision and strategy, Go-To-Market (GTM) plan, incubating account growth and deal motions, driving key executive and regional sales alignment, and leading cross collaboration within A&C resources on shared priorities. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs (sourced + influenced) initiatives, and evangelizing Salesforce’s value proposition within the partner organization and facilitating the partner’s value proposition within Salesforce and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product GMs, CSG, marketing, legal, and operations.
Responsibilities include:
- Develop a joint Partner & Salesforce strategy, business and GTM plan that includes investments in Growth & Innovation, practice development, partner accelerated (Sourced + Influenced) revenue goals, social ventures, and development of industry & cloud-based assets/solutions.
- Work with the Partner’s team members to implement GTM plans in all supported/targeted regions (NZ) and Operating units. Develop NZ specific practice development plans, partner accelerated (Sourced + Influenced) revenue goals, driving capacity & certification growth and delivering customer success.
- Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Salesforce Operating Unit sales teams and Salesforce Industries.
- Joint Solution Development & Execution - Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise. Work with the Partner Sales Manager for execution alignment into the Salesforce Industries teams and specific cloud GM teams.
- Implement, manage and deliver regional pipeline and revenue tied to the Partners strategies and initiatives in close alignment with internal and external collaborators.
- 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 regular cadence between the Partners & Salesforce team members (Partner Sales/Alliances, Sales, Co-Primes, Product Development & Industry Teams, often at EVP and SVP levels in conjunction with your Senior leadership).
- Lead monthly business review cadences with identified Partner and Salesforce leadership to ensure tight alignment and adjustments to business plan, priorities and GTM motions.
- 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.
**Requirements**:
- Experience in Channel sales or channel management roles is highly preferred
- External industry network with SaaS based solutions or 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 global strategic system integrators.
- Existing knowledge of existing A&C reporting
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