PURPOSE AND OBJECTIVES

We are looking for a highly motivated leader and team player to join the A&C Business Unit Partner Account Management team to design, launch, and support a plan to accelerate and scale the growth of our business with TCS. This is a key and strategic role that requires a balance of strategy, sales, and a roll-up-your-sleeves attitude. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem.

EXPECTATIONS AND TASKS

The Global Partner Account Director (PAM) will be responsible for developing and managing our alliance with Cognizant, to include Alliances Strategy and Go-To-Market (GTM) plan, regional sales team alignment, supporting channel organizations, and other key stakeholders. The PAMs responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and for evangelizing Salesforce’s value proposition within the partner organization and facilitating the partner’s value proposition within Salesforce and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.

Major Responsibilities Include

• Work with leaders from Cognizant to develop a joint Cognizant & Salesforce strategy and GTM plan that includes investments in Practice Development, co-selling & sourcing revenue, and development of industry & cloud-based assets/solutions.
• Work with the Worldwide Alliances and Channels team members to execute GTM plans in all supported/targeted regions and Operating units. Develop region specific Practice Development plans, driving capacity & certification growth and delivering customer success.
• Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Salesforce Operating Unit sales teams and Salesforce Industries.
• Joint Solution Development & Execution – Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams.
• Execute, manage and deliver pipeline and revenue tied to Cognizant’s strategies and initiatives in close alignment with internal and external stakeholders.
• Drive execution in concert with regional ecosystem resources. Identify target accounts and sign off with Operating Units and partner leadership.
• Review sales play metrics/effectiveness on a recurring basis with local PAMs Partners, Partner Sales team, Sales Regions & Business Development teams.
• Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
• Conduct regular cadence between Cognizant & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Development, Industry Teams, etc.)
• Communications – Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.
• This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.

Work Experience

• 10+ years in a channel sales or channel management roles focused on multiple partner types including GSI’s like Accenture, Deloitte, PwC as well as boutique and regional SI’s
• Extensive external industry network with 3-5 years of SaaS based solutions or CRM Cloud partner channel sales experience
• Proven ability to build, lead and execute strategy in a cross-functional environment.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.
• Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness.
• Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
• Strong drive and character qualities that match with company core values and inspires others to follow and act
• Executive presence to lead and manage the most strategic global partners.
• Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.
• Understanding of offering creation, marketing, lead generation and professional services organization key performance indicators.
• Willingness to travel and Experienced in Global markets, customs and individual country business protocols and dynamics

LOCATION

United States

EXPECTED TRAVEL

25% – 50%

For roles in San Francisco and Los Angeles: 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.