Salesforce, Inc.
Partner Co-Sell Director
Salesforce, Inc., San Francisco, California, United States, 94199
Salesforce is seeking a Partnership Sales Leader with the ambition, experience, and agility to accelerate co-selling with our most strategic technology partners. This is a highly-visible role, responsible for managing a high-performance team of Partner Sales specialists across AMER. This individual will be measured based upon their ability to build and manage a team that drives 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 existing 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 partner solutions. This role would be responsible for leading a team in the continued expansion and adoption of the AWS Marketplace in AMER. 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 AMER OU leaders, as well as the continued professional development of the direct team. 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 Manage team responsible for 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) Establish relationships with GSIs to help customers effectively execute partnership transformation and mine real-world, OU-specific use cases Build and maintain AWS Marketplace demand generation and pipeline DESIRED SKILLS Experience in selling SaaS and cloud products, preferably within the Salesforce ecosystem 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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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 focus on driving the success of our largest mutual customers by making it easier to buy and build across our joint partner solutions. This role would be responsible for leading a team in the continued expansion and adoption of the AWS Marketplace in AMER. 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 AMER OU leaders, as well as the continued professional development of the direct team. 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 Manage team responsible for 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) Establish relationships with GSIs to help customers effectively execute partnership transformation and mine real-world, OU-specific use cases Build and maintain AWS Marketplace demand generation and pipeline DESIRED SKILLS Experience in selling SaaS and cloud products, preferably within the Salesforce ecosystem 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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