Hyperscaler Co-Sell Specialist

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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.

Salesforce is seeking a SEMEA Partnership Sales Specialist with the ambition, experience, and agility to accelerate co-selling with our most strategic technology partners. This individual will be measured based upon the ability to drive incremental ACV and Agentforce adoption via co-sell motions with Salesforce’s top strategic partners (eg. AWS).  

BUSINESS NEED 

Partner co-sell is one of the largest growth levers for Salesforce to capture new pipeline from new and exisitng customers.  Our extensive partner ecosystem needs a leader that  can focus on driving the success of our largest mutual customers by making it easier to buy and build across our joint solutions.  This role would be responsible for the continued expansion and adoption of the AWS Marketplace in SEMEA.  Success in this role will be determined by the ability to deliver incremental Salesforce ACV and the adoption of partner solutions with Agentforce. This individual must also be focused on establishing strong relationships with SEMEA sales leaders and country leaders, as well as the expanded partner ecosystem in region.  

DEPARTMENT DESCRIPTION

The Salesforce Strategic Technology Partnerships team establishes, grows, and executes transformational partnerships for Salesforce globally. Our partnerships drive revenue, increase customer success, deliver innovative product roadmap, elevate our brand, and differentiate our company.  Our team creates new ways of operating as a business, solves critical and complex problems, and supports our most impactful corporate priorities.  Our team values trust, grit, agility, and inclusivity.

RESPONSIBILITIES

* Driving incremental ACV and Agentforce consumption by leveraging partner co-sell motions 
* Drive priority deals through collaboration between AWS and Salesforce 
* Represent the Strategic Tech Partnerships co-sell forecast on senior leadership calls
* Connect and maintain relationships between top-to-top sales leaders across Salesforce and key partners for opportunity identification and account mapping 
* Develop scalable distribution co-sell “how-to” strategy to drive opportunity identification, opportunity expansion, deal wins, and customer adoption of joint solutions 
* Bring the voice of the customer back to partnership activities through executive engagement and aggregate customer feedback - find the problems to solve that unlock repeatable opportunities (SICs, customer meetings) 
* Build and maintain AWS Marketplace demand generation and pipeline 

DESIRED SKILLS

Experience in selling SaaS and cloud products 
Ability to establish relationships with key internal and external executive stakeholders 
Success identifying, accelerating, and growing customer opportunities (including Agentforce adoption / consumption use cases)  
Managing sales activities including pipeline generation, maturation, and forecasting 
Understanding of sales operations including quoting and escalation management 
Ability to quickly prioritize competing high-visibility deals 
Expertise in Salesforce products and partner ecosystem strategy with Data Cloud and Agentforce 
Excellent written and verbal skills 
Experience creating and delivering executive presentations
Experience working with AWS and AWS Marketplace 
Get-it-Done confidence to pick up and lead new projects even in the face of ambiguity
Self-motivated, collaborative, and able to excel under high-pressure situations
Ability to inspire optimism and the desire to always be learning

PROFESSIONAL EXPERIENCE: 

* 10+ years experience in an enterprise technology organization
* Strong business acumen to drive partnership GTM strategy and execution
* Knowledge and experience working with Salesforce
* Knowledge and experience working with Salesforce’s ISV ecosystem 
* Knowledge and experience working with public cloud providers (ie AWS, Google)
* Knowledge of purchasing through Cloud marketplaces (AWS, Google, Azure)

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