ISV Principal Partner Account Manager

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Job Category

Sales

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

About the Role

Salesforce is deepening its strategic partnership with a named Tier 1 Independent Software Vendor (ISV) to build the next generation of AI-driven, industry-specific enterprise solutions. This role will own the full breadth of the partner relationship globally: stewarding the existing embedded run-rate business (a mature product built natively on Salesforce and deployed at scale across the partner's end-customer base), while pioneering new Salesforce embeddings across the wider partner enterprise — unlocking net-new business units, product lines, and industry segments not yet engaged. This is a high-impact, highly visible role at the intersection of embedded product partnerships, commercial strategy, and Salesforce's industry growth agenda.

Target Outcomes:

• Grow the run-rate embedded OEM business (consumption, renewals, expansion)

• Drive net-new embedded offering pipeline across untapped partner business units and product lines

• Scale Salesforce consumption growth anchored by partner proprietary data and distribution

• Drive industry market capture via partner-led go-to-market

Key ResponsibilitiesLegacy Embedded Business — Protect & Grow

• Own the OEM/ISV relationship for the partner's core embedded product — a platform built natively on Salesforce and deployed at scale across the partner's end-customer base

• Manage the commercial health of the OEM agreement: renewal, consumption tracking (platform licenses, org provisioning, add-ons), and expansion across the partner's customer base

• Work with the partner's product and engineering teams to ensure the embedded architecture stays current — driving migration off legacy APIs toward modern Salesforce Platform capabilities (e.g., Data Cloud integration, Agentforce-native builds)

• Partner with Salesforce ISV/OEM and ISV Success teams to accelerate the partner's next-generation product lines currently in development or ISV Assess

Partner Expansion — Build New Embeddings

• Develop and execute a partnership expansion strategy across partner business units not yet embedding Salesforce — identifying and prioritizing the highest-value integration opportunities across new product lines, industry verticals, and geographies

• Translate the partner's product roadmap and AI ambitions into concrete Salesforce embedding opportunities across Data Cloud, Agentforce, and Platform

• Establish the partner as "Customer Zero" for net-new agentic products — co-developing joint solutions that can then be distributed via the partner to a broader industry market

• Structure and negotiate new OEM/embedding agreements with partner product, legal, and commercial leadership

Agentic GTM & Distribution

• Design and activate a joint GTM engine that leverages the partner's distribution reach as a scaled channel for Salesforce's industry agentic offerings

• Lead the partner Center of Excellence (CoE) build-out — mobilizing Salesforce's solution engineering, product, and enablement resources to embed Salesforce autonomy into the partner's internal operations and client-facing platforms

• Unlock partner data pipelines that power high-quality AI models across the joint offering

• Scale the embedded model into new industry segments and geographies

Executive Alignment & Governance

• Build and maintain exec-level relationships with the partner globally — Alliance Directors, Practice Heads, Product/Engineering leadership, and C-suite

• Represent the partner internally as a strategic priority, coordinating across Salesforce product, ISV/OEM, industry sales, legal, finance, and marketing

• Lead joint operating committees, QBRs, and executive summits; own the global Joint Business Plan (JBP)

• Coordinate with Salesforce regional teams (AMER, EMEA, APAC) to ensure consistent field activation of both the run-rate OEM business and new embedding motions

What You'll Own (KPIs)

• OEM consumption health across the run-rate embedded base (org growth, seat attach, add-on revenue)

• New embedding pipeline and ACV across net-new partner business units

• Salesforce consumption growth (3x target, anchored by partner proprietary data and distribution)

• Certified practitioner and developer growth within the partner's product/engineering community

• Scaled industry market capture via partner-led distribution into new verticals and geographies

Required Experience

• 10+ years in partnerships, alliances, or business development in enterprise SaaS or technology

• Proven experience managing OEM/ISV/embedded partnerships — specifically where the end customer may not know Salesforce is the underlying technology

• Strong technical fluency — able to engage credibly with product and engineering leaders on architecture, API strategy, and AI roadmaps

• Track record of structuring and closing large, complex commercial agreements (OEM, white-label, platform licensing)

• Experience operating globally and driving alignment across matrixed, cross-functional organizations

• Bachelor's degree in either Business, Economics, Strategy or equivalent field

Preferred

• Prior experience at or with a major ISV, enterprise software company, or industry platform provider

• Familiarity with Salesforce's ISV/OEM licensing model, AppExchange ecosystem, and Platform architecture

• Deep familiarity with at least one major industry vertical and/or complex global enterprise software ecosystems

• Experience with agentic AI product commercialization or data licensing models

• Background navigating both a mature run-rate embedded business and a greenfield expansion motion simultaneously

• Master’s degree, MBA, or equivalent level of education

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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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.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range for this position is $168,560 - $225,470 annually There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $185,430 - $248,010 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.