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Job Category
Alliances & Channels

Job Details
Job Details

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas-a new technology model in cloud computing, a pay-as-you-go business model and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes World's Most Innovative Company five years in a row and one of Fortune 100 Best Companies to Work For eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world

Department Description
The ISV Sales organization is committed to the vision of enabling partners to "build great businesses".

We provide ISV Partners with the leading cloud platform, enterprise app marketplace and distribution channel to reach a growing base of successful customers. This role has worldwide revenue responsibility and requires a deep understanding of the Salesforce 360 portfolio, and how Salesforce sells across all customer segments, industries, and geographies. Relationships managed in this role are with industry-leading SaaS companies that operate at a significant scale of existing revenue. You will be handling some of our most relevant ISV relationships.

Our team is critical in developing and leading a best in class Industry Partner Program to successfully deliver value to our customers, our partners, and our company. Our teams work across the entire partner lifecycle from sourcing partners to product integration and to Go-To-Market execution.

About the Role:
The Industry ISV team is seeking a leader to manage a current and expanding team of professionals that will launch and drive ISV partnership success within the Financial Services Industry. The team focuses on a diverse set of strategic partners in the Financial Services vertical, with a concentration in core banking, wealth management and insurance. This role requires a strong leader to mentor and lead the team through the next stage of growth while completing a set of market leading partnerships.

In addition to leading the team, this role will identify standard methodologies that can be used across partners, work closely with Salesforce colleagues to drive mutual success, collaborate cross-functionally with product, marketing, and sales, and ensure a long-term path that creates wins for the Customer, the Partner and for Salesforce. This position is ideal for someone who has led a team of Partner Account Managers and has knowledge of how ISV partners operate.

Responsibilities:

• Inspire and lead your team by example
• Achieve quarterly and annual royalty bookings targets by growing joint partner business on a worldwide basis
• Collaborate cross functionally across product, engineering, marketing, legal, and sales to ensure that we are leveraging and enabling the ecosystem to the fullest extent possible
• Drive efficiency and best practices across the team at each stage of the partner lifecycle
• Use key dashboards that show the health of the program
• Act as a key advocate and evangelist for the team and the overall ecosystem of partners

Required Experience/Skills:

• Demonstrable track record of achieving revenue-based quota of significant scale in past positions
• Experience leading complex successful strategic software partnerships
• Strong internal cross-functional experience building relationships with marketing, product, engineering, sales and legal teams
• Ability to maintain a high level of efficiency, leading multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Expertise in the Financial Services vertical, with a concentration in core banking, wealth management and insurance.
• Leadership proficiency or experience; collaborative, empathetic

Desired Experience/Skills:

• Compassionate, empathetic and collaborative approach to doing business
• Experience managing a team of ISV or Technology Partner Account Managers leading to demonstrable value creation
• Creativity and a do-whatever-it-takes approach; strategic problem solver who can implement
• Ability to work effectively in a fast paced, high energy, team-oriented environment.
• Salesforce SMART (if possible); Courageous Communicator, Get It Done, Win as a Team, Leadership/Influencing Others, Empower and Champion, Strategic Decision Making, Live OHANA

Preferred Requirements:

• Demonstrable track record of over-achieving revenue-based quota of significant scale in past positions
• Demonstrated experience managing customer opportunities within complex account teams, navigating partnerships between sales organizations, and managing channel issues.=
• Track record of presenting to and gaining buy-in from C-level executives

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