Posted about 1 year ago
Job CategoryAlliances & Channels
Salesforce.com is looking for a talented professional and team player with great energy and initiative to fill a key and highly visible role in Alliances and Channels - Industry Partner Solutions, Manager. This is a critical role as Salesforce.com will be dependent on partners/alliances to support scale/growth across the industries, while driving towards a $22B company in the next 4-5 years. Effective partnering with key stakeholders on the Industry, Strategic Alliances and Partners, and Sales LeadershipTeams is imperative to the success of the role. The individual will work closely with the leaders on these teams along with C- level leaders at critical ISVs to drive industry alignment, go-to market/marketing strategies, playbook development, and solution pipeline acceleration with both SI and ISV partners.The role will report up to the Senior Director, Industry Solutions.
Support SI / ISV alignment and engagement
Align Partners with Sales Plays and Blueprint
+ Learn partners' products and accelerators; curate their assets such as PoVs and success stories, and develop compelling TTH solutions mapping that help complete our roadmap and white space, as per our TTH blueprint and sales plays.
+ Ability to contribute to the development of industry messaging, solutions, sales plays, and customer presentations that demonstrate domain expertise using partners solutions.
Partner solution business and technical fit assessment, prioritization, and support during the ISV process
+ Understand our industry priorities and blueprint solutions
+ Understand trends in the industry and assess best partnership options and guide them throughout the partnership process
Support SIs on solution accelerators
+ Help SIs conceptualize best industry solutions based business agility and value proposition
Produce content including partners solutions
+ Support creating compelling artifacts using partner solutions on Salesforce; writing a point of view that includes partners' applications and accelerators, creating the overall messaging and building thought provoking presentations that the field can use for enablement and in customer meetings.
Support plans for key partners
+ Support solution pipeline acceleration
+ Emphasis will be on promoting the involvement and success of Salesforce via ISV and SI solution accelerators in a joint go-to-market initiatives.
Manage standard reports/dashboards for TTH leadership on the context of partnerships
+ On-going GTM plan development and refinement involving partners
+ Awareness of top industry deals and partners' role
+ Education to key SIs on priority ISV relationships
+ Assistance with ISV Industry program development and partner participation
+ Support partner activities across all industry events
+ Evangelize SI / ISV industry strategy across multiple internal organizations including sales, marketing, services, and product marketing/management organizations
PROFESSIONAL EXPERIENCE/SKILLS REQUIRED:The successful candidate will have a proven track record in the respective industry of engaging with and building SI / ISV partnerships in a high growth technology or consulting organization. Have been on the selling, alliance or consulting side of the business. The individual must exhibit qualities that inspire teaming and trust to influence multiple LOBs to support Alliances/Partnering strategies.
+ 5 years of CRM/platform and SaaS knowledge
+ Extensive and progressive experience in Alliances and Consulting
+ Knowledge of major cloud solutions that are key to TTH industry
+ Strong business development capabilities
+ Able to articulate a high-level architectural fit of a partner solution with focus on business capabilities
+ Track record of exceeding metrics
+ Management experience
+ Excellent spoken and written communication, interpersonal, and relationship building skills
+ Sound business acumen skills
+ Bachelor's degree or equivalent required
+ Salesforce platform knowledge
+ Technical and business background especially for whiteboard sessions and constructions of artifacts
+ Previous experience with solution engineering or product management
+ Creative and strong problem solving skills; the ability to succeed in a fast paced environment
+ Ability to work both independently and with a team
LEADERSHIP QUALITIES: Think StrategicallyKnows what it takes to give your business the competitive advantage. Ability to see the forest through the trees in a dynamic environment. Can develop relevant, sustainable solutions. Aligns the right resources to the task at hand; foresees and plans around obstacles.Make Smart DecisionsAnalyzes and synthesizes broad, cross-business or cross-discipline information that leads to breakthroughs or significant insight. Makes an impact.Innovate for GrowthAlways thinking about how to make improvements; not afraid to implement changes that map to business strategy. Stays abreast of cutting edge technology trends.Focus on Customer SuccessBuilds and maintains relationships with customers; shapes solutions that have significant positive impact on their business.Drive ResultsAttacks everything with drive and energy with an eye on both the bottom line and customer success.InfluenceGains support from multiple stakeholders, even those with opposing views. Champions new ideas that require significant organizational change or beliefs.Engage and InspireInspires both teams and individuals to reach their goals. Gets people to make the organization's goals their own. Rewards for performance.Develop Talent at all LevelsPlays active role in evaluating existing team and hiring new talent in rapidly growing business. Scales talent bench for the future. People you've coached are success stories.Collaborate & CommunicateWorks well within a team environment. Writes and presents effectively in 1:1 and group situations. Gives others a voice.Build Trust and CredibilityMakes decisions based on organization's values. Actions are consistent with company's core values.Lead & Adapt to ChangeThrives in a changing, dynamic environment and can drive operational efficiencies that map to changing needs.
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's "World's Most Innovative Company" seven years in a row and #1 on the FORTUNE '100 Best Companies to Work For?' List. 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.
Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!