Partner Co-Sell Sr. Manager

Salesforce is seeking a Partnership Sales Sr. Manager/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 (e.g., AWS).

BUSINESS NEED

Partner co-sell is one of the largest growth levers for Salesforce to capture new pipeline from new and existing customers. Our extensive partner ecosystem needs a leader that can drive the success of our largest mutual customers by making it easier to buy and build across our joint partner solutions. This role is responsible for the continued expansion and adoption of the AWS Marketplace in AMER TMT Business Unit. 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 both with TMT Sales leaders and the extended internal and external partner ecosystem.

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

1. Driving incremental ACV and Agentforce consumption by leveraging partner co-sell motions
2. Drive priority deals through collaboration between AWS and Salesforce
3. Represent the Strategic Tech Partnerships co-sell forecast on senior leadership calls
4. Connect and maintain relationships between top-to-top sales leaders across Salesforce and key partners for opportunity identification and account mapping
5. Develop scalable distribution co-sell “how-to” strategy to drive opportunity identification, opportunity expansion, deal wins, and customer adoption of joint solutions
6. 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)
7. Build and maintain AWS Marketplace demand generation and pipeline

DESIRED SKILLS

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

PROFESSIONAL EXPERIENCE:

1. 10+ years experience in an enterprise technology organization
2. Strong business acumen to drive partnership GTM strategy and execution
3. Knowledge and experience working with Salesforce
4. Knowledge and experience working with Salesforce’s ISV ecosystem
5. Knowledge and experience working with public cloud providers (i.e., AWS, Google)
6. Knowledge of purchasing through Cloud marketplaces (AWS, Google, Azure)