Alliances - Partner Account Director

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

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.

PURPOSE AND OBJECTIVES
We are looking for a highly motivated leader and team player to join the A&C Business Unit Partner Account Management team to design, launch, and support a plan to accelerate and scale the growth of our business with Cognizant. This is a key and strategic role that requires a balance of strategy, sales, and a roll-up-your-sleeves attitude. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem.
EXPECTATIONS AND TASKS
The Cognizant Global Partner Account Manager (PAM) will be responsible for developing and managing our alliance with Cognizant, to include Alliances Strategy and Go-To-Market (GTM) plan, regional sales team alignment, supporting channel organizations, and other key stakeholders. The PAMs responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and for evangelizing Salesforce’s value proposition within the partner organization and facilitating the partner’s value proposition within Salesforce and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.
MAJOR RESPONSIBILITIES INCLUDE:

• Work with leaders from Cognizant to develop a joint Cognizant & Salesforce strategy and GTM plan that includes investments in Practice Development, co-selling & sourcing revenue, and development of industry & cloud-based assets/solutions.

• Work with the Worldwide Alliances and Channels team members to execute GTM plans in all supported/targeted regions and Operating units. Develop region specific Practice Development plans, driving capacity & certification growth and delivering customer success.

• Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Salesforce Operating Unit sales teams and Salesforce Industries.

• Joint Solution Development & Execution - Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams.

• Execute, manage and deliver pipeline and revenue tied to Cognizant’s strategies and initiatives in close alignment with internal and external stakeholders.

• Drive execution in concert with regional ecosystem resources. Identify target accounts and sign off with Operating Units and partner leadership.

• Review sales play metrics/effectiveness on a recurring basis with local PAMs Partners, Partner Sales team, Sales Regions & Business Development teams.

• Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.

• Conduct regular cadence between Cognizant & 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.

WORK EXPERIENCE

• 10+ years in a channel sales or channel management roles focused on multiple partners.

• Extensive external industry network with 3-5 years of SaaS based solutions or CRM Cloud partner channel sales experience.

• 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.

• 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.

• Willingness to travel and Experienced in Global markets, customs and individual country business protocols and dynamics.

EXPECTED TRAVEL

• 25% - 50%

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

For California-based roles, the base salary hiring range for this position is $210,280 to $348,880.