Director, Business Development - Global Technology Partnerships

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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.

Role Description

As Director of Business Development, you will be a people-leader in the Global Technology Partnerships organization, with the primary mission of enabling growth for Salesforce through new technology partnerships. You’ll collaborate closely with cross-functional teams to identify, negotiate, and close strategic partnerships that improve our product offerings and/or GTM capabilities. In addition, you’ll lead and encourage a team of high-performing business development professionals who will each be accountable for 1-2 new partnership opportunities at any given time. 

This is an outstanding opportunity to join the central team that develops and drives strategic partnership initiatives aligned to the full Salesforce product portfolio and top corporate priorities. The work you and your team deliver will drive revenue, increase customer success, accelerate our product roadmaps, differentiate our offerings and elevate our brand!
 

Your Impact

Team Leadership:

• Manage and mentor a team of business development professionals.

• Set clear goals, provide mentorship on prioritization, and foster a collaborative and results-driven culture.

• Empower team members to excel in their roles and achieve both individual and overall organizational targets.

Strategic Product Partnerships:

• Identify and evaluate potential partners whose products align with our strategic vision and needs. 

• Develop, with your team, a robust pipeline of product partnership opportunities.

• Lead and coach team through sophisticated negotiations, ensuring win-win outcomes for both parties.

• Collaborate with product, engineering, finance, legal, PR and Ops teams to ensure deal approval and launch success.

Market Insights and Trends:

• Stay on top of industry trends, competitive landscapes, and emerging technologies.

• Leverage market insights / competitive intelligence to identify gaps and areas for new partnership opportunities.

• Drive product innovation with Salesforce product GMs by prioritizing and delivering partnerships that improve impact to Salesforce. 

Relationship Building:

• Cultivate strong relationships with new and existing partners - both inside their partnership org, as well as their product teams. 

• Operate as a key leadership point of contact with internal cross-functional team members 

• Represent Salesforce as a product SME at conferences, events, and customer executive briefings. 

• Collaborate with legal and finance teams to structure and implement partnership agreements that scale for long-term success.

Metrics and Performance:

• Define and lead to key performance indicators (KPIs) for all new product partnerships. 

• Drive team focus and balance workload against evolving product / company priorities. 

Minimum Requirements

• Minimum 5 years of business development experience, with a focus on technology partnerships.

• History of leading teams and effectively developing individual contributors from hiring to promotion. 

• Consistent track record of successfully closing complex and durable partnership deals.  

• Experience with SaaS or Public Cloud companies preferred.

• Excellent communication and presentation skills.

• Analytical mentality with the ability to deliver a data-driven reason as well as teach others to build financial models that uphold partnership investments.

• Strong negotiation skills with experience working towards deal consensus at the CxO  level.

• Ability to operate as a player/coach and lead teams in fast-paced environments. 

Preferred Attributes

• Visionary: You see beyond the immediate deal and envision long-term impact. You are a design-oriented problem solver with the ability to communicate sophisticated concepts and ideas visually. 

• Collaborative Leader: You thrive in cross-functional environments and build bridges across teams. You lead through inspiration. 

• Innovator: You’re passionate about exploring new product opportunities and reinventing the status quo. Your curiosity drives you to be a constant learner.

Volunteer Opportunities

Have you heard of our 1:1:1 model, focused on giving back to the community? The success in giving back have helped us and our Trailblazer community become a leader in philanthropy, culture, and innovation. We are one of the World’s Most Innovative Companies, according to Forbes, we are #1 in PEOPLE’s Top 15 Companies that Care, and are on Fortune’s Change the World list. Values create value. Our values helped drive our revenue number to $13.28 billion dollars in fiscal years in 2019.

We have a public-facing website that explains our various benefits for:

• Health benefits

• Financial benefits and perks

• Time off and leave policies

• Parental benefits

• Perks and discounts

Visit https://www.salesforcebenefits.com/ for the full breakdown.

Accommodations

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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 Washington-based roles, the base salary hiring range for this position is $211,500 to $306,600.

For California-based roles, the base salary hiring range for this position is $230,800 to $334,600.

For Illinois based roles, the base salary hiring range for this position is $211,500 to $306,600.