ESMB Partner Sales Manager

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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.

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 Alliances & Channels organisation at Salesforce owns partnerships with our Strategic Consulting Partners, System Integrator Partners and ISV Partners. Salesforce works closely with our ecosystem partners to create and deliver assets to drive customer success for specific industries/territories. The Partner Sales Manager (PSM) is responsible for driving the strategic development of our engagement with Partners within industries/territories.

The PSM will be responsible for developing and leading our end-to-end partner strategy for the Emerging and Small Business segment (ESMB). This includes developing the Alliances Strategy and Go-To-Market plan, sales team alignment, supporting channel organisations (such as partner marketing and partner enablement), and other key collaborators.

The PSM’s responsibility will be to be an advisor to our sales teams on existing partner industry and capability and future needs. They will drive the execution of revenue-driving programs and initiatives with partners for the territory. The PSM will be responsible for evangelising Salesforce’s value proposition to partners and facilitating the partner ecosystems’ value proposition within Salesforce and affiliated companies. Key to the position is developing a deep understanding of our ecosystem for Commercial and effective collaboration with multiple cross-functional team members, including sales, alliances, marketing, legal, and operations.

This is a key and strategic role that requires a balance of strategy with a strong roll-up your sleeves and ‘get it done’ mentality. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem across ESMB.

You are a highly motivated teammate who loves a fast paced, cross-functional environment. You have the ability to establish broad senior level relationships. You have a proven track record on delivering results and getting things done. You are inquisitive, have strong eye for business, multitask, with the ability to make a notable impact within your first +0 days at Salesforce. You are able to effectively communicate and build relationships with SI, ISV partners and executive leaders in the partner ecosystem.

Key Responsibilities:

Work with local leaders from across the ESMB segment to develop a strategy and plan to deliver ongoing customer success with our partner ecosystem
Take partner sales plays, offerings and industry assets/solutions and align with our Salesforce teams (Partner Account Managers, Sales, Account Executives, Industry Teams, Mulesoft, Tableau, etc.)
Drive a partner marketing plan aligned with the needs of the business and ecosystem objectives
Manage and deliver Sourced pipeline and build a plan for ACV growth tied to the territory’s strategies and initiatives in close alignment with internal collaborators and partners
Identify target accounts and white space plans with sales and partner leadership to drive execution and governance
Conduct regular cadence between the Partner & Salesforce collaborators and adjust strategies
Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results
Understand the breadth and depth of the partner ecosystem and develop a plan to recruit partners
Identify partner enablement needs and align with internal resources to fill the gaps

Qualifications/Experience:

Extensive external sales or partner management experience across a variety of industries, with experience in Cloud SaaS based solutions ideal
Strong executive selling and business development skills; proven ability to understand different partner GTM models.
A consistent record in CXO engagement and interaction
Proven ability to build, lead and implement strategy in a cross-functional environment.
Demonstrated analytical, organisational, 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 growing a business
Ability to build and maintain positive working relationships while delivering results in a highly complex global organisation.
Strong drive, excellent communication skills and character qualities that match with company core values and inspires others to follow and act
Strong tolerance for ambiguity; able to focus and implement in a changing environment; ability to make things happen.
Experience in an alliance or channel management roles
Deep industry experience (such as retail, consumer goods, construction, financial services, etc) with a consistent record of success including direct sales experience.
Benefits & Perks
Comprehensive benefits package including well-being reimbursement, generous parental leave, adoption assistance, fertility benefits, and more!
World-class enablement and on-demand training with Trailhead.com
Volunteer opportunities and participation in our 1:1:1 model for giving back to the community