ISV Senior Partner Account Manager

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

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.

DEPARTMENT DESCRIPTION:
The Salesforce Global Technology Partnerships team establishes, grows, and executes ISV Partnerships for Salesforce globally. Our partnerships drive revenue, increase customer success, deliver innovative solutions on the Salesforce platform, and differentiate our company. We strive to build an organization of intelligent, trusted top-tier partnership sales professionals committed to our vision of changing the ISV sales and software landscape. Our team values trust, persistence, high standards, and curiosity
Role Description:
Our ISV (Independent Software Vendor) Partnerships Team in EMEA is looking for a partnership sales professional. The ideal candidate has at least five years of experience in partnerships, business development, or selling enterprise software into the enterprise market or large service provider markets. The ISV Growth Partner Account Manager is responsible for developing a designated territory and concentrating on building and nurturing OEM/ISVForce partnerships. This person will also be responsible for positioning and selling the Einstein 1 Platform and their Services to partners. The ISV PAM helps partners grow in the Salesforce ecosystem and ensures that partners adopt our new technologies like Agentforce.
Your Impact:

• Establishing long-term partnerships with ISVs, support them to grow their business in the Salesforce Eco-System and become their trusted partner advisor
• Planning a comprehensive strategy for the territory of an average of 20 ISV Growth Partners that takes into account partner strengths, market opportunities, and Salesforce objectives.
• Meeting or exceeding quarterly and annual revenue targets through effective partner management and strategy execution
• Working with various internal teams such as Product, Sales, Marketing, Customer Success, Legal, and Operations to align efforts and drive partner success
• Generating new revenue with existing horizontal ISVs via new ISV markets, apps, industries, use cases, etc.
• Up-selling and maximising business from new and established partner relationships
• Crafting, executing, and closing on GTM joint value partnership initiatives
• Act as GTM interface for Direct Sales, Alliances & Channel, Field Marketing and Customer Success org in your specific geography

Requirements:

• Account planning (including GoToMarket + Technology adoption planning) and execution skills
• Proven ability to conduct and assist in business case development with partners
• Ability to partner with senior leadership teams
• Ability to sell both bundling an application and deployment of a platform
• 5+ years of solution sales experience selling OEM, ISV or direct software or SaaS solutions or similar
• Consistent overachievement of quota and revenue goals
• Strong forecasting skills
• Strong time management skills
• Structured work approach and process management
• Strong critical thinking and problem solving skills
• Managing Ambiguity - Comfortably working in situations that may be ambiguous or fluid, and making decisions that drive partner and Salesforce success.
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement
• Utilizing and understanding of business to navigate more sophisticated partner dynamics and market challenges
• Willingness to travel up to 20% of the time
• Teamwork - taking over projects related to GTM + Technology benefits for ISV Growth Partners (webinar + event lead)

Preferred Requirements:

• Passion and dedication for partner success
• Entrepreneurial & Commercial Thinking
• Ability to maintain a high level of efficiency, balance multiple challenging priorities, and work effectively under the pressure of time constraints in a fast-paced, sophisticated, collaborative, and team-oriented environment
• Proficient in English and German plus Knowledge of French language would be beneficial
• Office flex-working
• Ideally looking for a candidate in Central Europe but other regions might be considered

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.

We warmly invite applications from individuals with a severe disability status (Schwerbehinderung). Salesforce is committed to equality and creating a workplace that reflects society. We set ambitious goals for representation, emphasize accessibility and inclusion, and continuously learn and improve. Learn more about our inclusion initiatives here (https://www.salesforce.com/company/accessibility/workplace-resources/#ally-sf-benefits). In 2019, Salesforce joined The Valuable 500 to champion disability inclusion in business leadership.

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com.

Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.