Partner Account Senior Manager, Deloitte
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The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Global Strategic Partners and ISV Partners. Salesforce is transforming the industry and Deloitte is one of our top Global partners. The Deloitte Southeast Asia (ASEAN) PAM is responsible for leading all aspects of the partnership with specific responsibility for driving the development and management of our Strategic Alliance with Deloitte in ASEAN region.
EXPECTATIONS AND TASKS
The Deloitte ASEAN PAM will be responsible for developing and managing our alliance with Deloitte in the ASEAN region, including developing a multi-year vision and strategy, Go-To-Market (GTM) plan, incubating strategic account growth and big deal motion, driving key executive and regional sales alignment, and leading cross collaboration w/ Operating Unit (OU) A&C resources on shared priorities. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs (sourced + influenced) initiatives, and 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 collaborators, including sales, alliances, product GMs, CSG, marketing, legal, and operations.
MAJOR RESPONSIBILITIES INCLUDE:
Reporting to the Global VP of the Deloitte partnership and working with regional Deloitte PAM leaders across APAC, AMER, EMEA, LATAM, and JP to develop a joint Deloitte & Salesforce strategy, business and GTM plan that includes investments in Growth & Innovation, practice development, partner accelerated (Sourced + Influenced) revenue goals, social ventures, and development of industry & cloud-based assets/solutions.
Work with Deloitte team members to implement GTM plans in all supported/targeted regions (ASEAN) and Operating units. Develop ASEAN specific practice development plans, partner accelerated (Sourced + Influenced) revenue goals, 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 and specific cloud GM teams.
Implement, manage and deliver regional (ASEAN) pipeline and revenue tied to Deloitte’s strategies and initiatives in close alignment with internal and external collaboratorsrs.
Drive execution in concert with regional/ASEAN ecosystem resources. Identify target accounts and sign off with ASEAN sales Operating Units and partner leadership.
Review sales play metrics/effectiveness on a recurring basis with 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 Deloitte & Salesforce collaborators (Partner Sales/Alliances, Sales, Co-Primes, Product Development & Industry Teams, often at EVP and SVP levels in conjunction w/ Global Lead).
Lead monthly business review cadences w/ identified Deloitte and Salesforce leadership to ensure tight alignment and adjustments to business plan, priorities and GTM motions.
Communications - Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.
Actively expand network and relationships beyond Deloitte’s Salesforce Practices
Experience in channel sales or channel management roles focused on GSI’s like Accenture, Deloitte, PwC, IBM as well as boutique and regional SI’s. Experience working directly for a large GSI is highly desirable, Deloitte experience is preferred..
Extensive external industry network with SaaS based solutions or CRM Cloud partner channel sales experience.
Proven ability to build, lead and implement strategy in a cross-functional environment.
Strong tolerance for ambiguity; able to focus and implement 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.
Existing knowledge of existing A&C reporting and operational practices.
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 as needed within region (25-40%)
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