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Salesforce.com, Inc Director, Partner Strategy, Customer Success in Boston, Massachusetts

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

Customer Success Group

Job Details

Customer Success is seeking a Director, Partner Strategy who has the expertise and passion to lead the strategic planning, design, and strategy execution initiatives supporting top strategies with GSI/RSI, ISV, and Indirect Partners . This role will partner closely with the Alliances & Channels (A&C) Global Partner Success organization to shape and support the execution of business strategies that enable the Success & Renewals organization to work effectively with partners across the geo and verticals/segments helping customers to successfully achieve their business outcomes. The Director will design a concrete strategy focused connecting the Success & Renewals business with Partners, ISVs and Indirects, while driving business process optimization to evolve the Success Partner program.

In addition, the Director will ensure that the Partner/ISV data is part of our Success motion, and that we are able to work seamlessly together. This role will interface with senior decision makers and executives across Salesforce organizations, and to be effective, highly skilled at developing recommendations to address business issues and garnering the support to complete, especially in highly matrixed environments and with functions including A&C, Legal, Finance, IT, Product, and Operations.

EXPECTATIONS AND TASKS

As an experienced leader with a strong enterprise partner and sales background, this Director will be responsible for developing the multi-year strategy and roadmap for the Success Partner program, while working closely with our Alliances organization to help optimize current program focused on connecting the existing contract structures, business processes & tools, measurement frameworks, training, and partner enablement to the Success & Renewals motions.

MAJOR RESPONSIBILITIES INCLUDE:

  • Work with global partner leadership to develop a multi-year Success Partner strategy and GTM plan that includes investments and unique business models, initially focuses on our customer health and wellness programs

  • Work closely with the Worldwide Alliances and Channels team members to execute GTM plans in all supported/targeted regions and operating units. Bring together cross-functional teams from both sides to define the joint value proposition, go to market, and desired outcomes

  • Create processes, set best practices and build replicable patterns for global and regional go-to-market initiatives.

  • Standardize reporting to understand how partners successfully move through the program with the awareness that we always want to optimize the process

  • Work with cross functional teams to create and execute a strategic business plan, inclusive of partner enablement, business model development, and marketing and sales initiatives on customer health and wellness solutions that accelerate their business outcomes

  • Provide thought leadership and foster the development of business plans that grow the overall Partner business and promotes the growth of Customer Success across the partner portfolio

  • Work with our data & analytics organization to build out dashboard reports that communicate to Executive Leadership the effectiveness of identified programs and investments.

  • Bring leadership and structure to joint strategy and GTM plans with partners, including prioritization of verticals, Geos, solutions, metrics, financials, and target accounts

  • Deliver key metrics and results, and drive alignment with the alliance teams, sales, strategy, operations, and deal teams to drive to a measurable and successful outcome

  • Ensure effective and timely internal and external communication and coordination of Salesforce’s ecosystem strategy and execution results.

  • This is not intended to be an exhaustive list of responsibilities; at times other duties may be assigned as needed.

WORK EXPERIENCE

  • 8+ years in a channel sales or channel management roles focused on GSI’s like Capgemini, Accenture, Deloitte, PwC, IBM as well as boutique and regional SI’s. Experience working directly for a large GSI is highly desirable

  • Excellent communication and presentation capabilities combined with the ability to clearly articulate complex business proposals and to influence both internal and external stakeholders at executive levels

  • Proven ability to build, lead and execute strategy in a global, cross-functional environment.

  • Demonstrated success at applying analytical skills to long-term business planning that results in tangible business outcomes.

  • Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.

  • Strong market knowledge and ability to create successful growth strategies as well as own and execute on a long-term strategic plan

  • Demonstrated analytical, organizational, 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.

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

MS/MBA or other related advanced degree preferred.

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form (https://careers.mail.salesforce.com/accommodations-request-form) .

Posting Statement

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