Salesforce.com, Inc Innovation Partner Account Manager Director in Boston, Massachusetts
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Alliances & Channels
PURPOSE AND OBJECTIVES
The Worldwide Alliances & Channels organization and Office of Innovation at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners and ISV Partners. Salesforce is transforming the industry around Sustainability and our ESG goals. The Innovation Partner Alliance Manager (IPAM) is responsible for helping lead the innovation and partnership between Salesforce & our Global Strategic Partners, starting with Accenture.
EXPECTATIONS AND TASKS
The IPAM will be responsible for developing and managing our Sustainability alliances with our Global Strategic Partners including Accenture to include alliances strategy and Go-To-Market (GTM) plan, regional sales team alignment, supporting regional channel organizations, and other key stakeholders. The IPAM’s responsibility will be to develop and drive the incubation of Accenture and Salesforce’s joint Innovation Programs such as the initiative on Sustainability (Environmental Sustainability Goals - “ESGs“). The IPAM will also be responsible for evangelizing Salesforce’s value proposition, in coordination with the Office of Innovation, within the partner’s multiple practice organizations as well as facilitating the partner’s value proposition within Salesforce. Key to the position is effective collaboration with multiple cross-functional stakeholders, including Office of Innovation, Industries, Product, Sales, Alliances, Marketing, Legal, and Operations.
MAJOR RESPONSIBILITIES INCLUDE:
Work with Salesforce & partner (initially Accenture) leaders to develop and evolve the joint Salesforce Innovation Programs, starting first with sustainability strategy and its GTM plan. This includes tight collaboration with Office of Innovation around the development of industry & cloud-based assets/solutions.
Work with the Worldwide Alliances and Channels team members to execute Innovation Program GTM plans in all supported/targeted regions and Operating Units (OU). Develop region specific Practice Development plans, and delivering customer success.
Orchestrate the development and go-to-market of Innovation Program oriented sales plays, offerings and industry assets/solutions, tailoring them to specific markets for local execution and engagement with our Salesforce Operating Unit sales teams and Salesforce Industries.
Execute, manage and deliver global pipeline and revenue tied to ESG in close alignment with internal and external stakeholders.
Drive execution in concert with regional ecosystem resources. Identify target accounts and sign off with appropriate sales Operating Units and partner (initially Accenture) leadership.
Review ESG sales play metrics/effectiveness on recurring basis with all appropriate teams.
Maintain Innovation pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
Conduct regular cadence between Accenture & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Development, Industry Teams, etc.)
Communications - Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.
This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.
8+ years in a channel sales or channel management roles focused on multiple partner types including GSI’s like Accenture, Deloitte, PwC and IBM. And/or 10+ years in GSI Consulting experience within those same companies.
Extensive external industry network with 3-5 years of SaaS based solutions, CRM Cloud partner channel sales experience or innovation oriented GTM experience, including ESG beyond carbon accounting; Including and not limited to skills development and social equality.
Proven ability to build, lead and execute strategy in a cross-functional environment.
Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.
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.
Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
Strong drive and character qualities that match with company core values and inspires others to follow and act
Executive presence to lead and manage the most strategic global partners.
Social presence in digital media with active following and network across various disciplines and professional community.
Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.
Understanding of offering creation, marketing, lead generation and professional services organization key performance indicators.
Experienced in Global markets, customs and individual country business protocols and dynamics
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
- MS/MBA or other related advanced degree preferred.
- United States (All locations; West Coast Preferred)
- 0-25% future dependent on company travel and COVID limitations
For Colorado-based roles: Minimum annual salary of $211,600. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/
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