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Posted about 1 year ago


Partner Sales Manager, ANZ Strategic Accounts

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!

We are looking for a highly motivated leader and team player to join the Alliances and Channel Sales Go-To-Market (GTM) team to design, launch and support a plan to accelerate and scale the growth of our business with partner eco-system across our Comms/Media/Utilities (CMU) and Mfg/Retail/Distribution (MRD) enterprise accounts. This role will report to the RVP of Alliances, ANZ. Other key stakeholders are the sales leads for the industries: RVP for CMU and the RVP for MRD.

This is a key and strategic role that requires a balance of strategy with a strong roll-up your sleeves and ‘get it done’ mentality. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem across CMU and MRD Accounts in Australia.

You are a highly motivated team player with expertise working in a fast paced, cross-functional manner. You have the ability to establish broad senior level relationships both internally and within our partner eco-system. You have a proven track record of delivering results and getting things done. You are smart, have strong business acumen, with the ability to make a notable impact within your first 90 days at Salesforce. You are able to effectively communicate and build relationships with SI, Regional SI, ISV partners and executive leaders in the partner ecosystem.

Key to the position is effective collaboration with multiple cross-functional stakeholders, primarily sales, partner eco-system, partner account managers and marketing; and on occasion with operations and legal. You will maintain a solid understanding of Salesforce technology and articulate Salesforce propositions to new and growing partners. You will hold the accountability for achieving and exceeding the performance targets jointly established for partners within the CMU and MRD territories.

Key Responsibilities:

  • Manage to make an impact within your first 90 days. Drive to succeed and results focused
  • Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
  • Assess gaps and prioritize development/investment based on yield analysis. Perform all aspects of partner development, including: identification of partner segments, relationship definition, launch activities, partner competency requirements and certification, partner economic value proposition, incentives, and benefits
  • Execute the development of our Partner Sales strategy in our CMU and MRD Accounts
  • Provide consistent partner management to ensure that our eco-system is developing their sales, pre sales and delivery capabilities in line with Salesforce strategy
  • Experience recruiting, developing and managing a partner base
  • Work with Salesforce partners to generate new business in existing accounts and in new markets, as well as ensuring our partners assist in delivering successful CRM and Platform projects in a defined territory or region
  • Ability to liaise with and motivate individuals at all levels of the partner relationships
  • Politically astute, good understanding of business, and able to ascertain key decision makers
  • Initiate and conduct sales readiness training events
  • Work with marketing to plan marketing events

Qualification/Experience:

  • 10+ Years software & application sales and/or alliance management experience
  • Proven ability to hold senior level relationships within the Partners to ensure right sponsorship and engagement
  • Proven ability to assess territory and alignment of strategies to support partners to grow
  • Experience as an Alliance manager influencing and building bench strength in business focused SI organizations
  • Ability to work across Strategic Sales teams to build partner specific plans by AE to ensure we have the right mix to support execution
  • Must be comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques
  • Strategic thinker with who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives
  • Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc
  • Experience with creating and building differentiated relationships with partners in the SI community
  • Demonstrated ability to drive significant revenue through SI partnerships
  • History of successfully developing and leading multiple strategic partnerships
  • Good knowledge of Salesforce technology and applications products/solutions, platform and SaaS
  • Excellent spoken and written communication, interpersonal, relationship building skills
  • Sound business acumen skills; thrive in a fast-paced, dynamic work environment
  • Track record of exceeding sales quota, accountable for partner driven revenue to Strategic accounts
  • Willing and able to travel

Posting Statement

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.