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IBM Partner Account Senior Manager - SEMEA



Multiple locations
Posted on Monday, November 20, 2023

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We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Global Strategic Partners and ISV Partners. Salesforce is redefining the industry and IBM is one of our top Global partners.

The IBM SEMEA Partner Alliance Manager (PAM) is responsible for helping lead this change with specific responsibility for driving the development and management of our Strategic Alliance with IBM in EMEA covering the SEMEA region excluding France (Spain, Portugal Greece, Italy, Central, Eastern Europe, Middle East and Africa).

In this role you will be developing and handling our alliance with IBM, including driving 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 teamwork w/ EMEA Alliances and Channels (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, Customer Success, marketing, legal, and operations.

- Reporting to the Global VP of the IBM partnership and working with regional EMEA PAM lead to develop a joint IBM & 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 IBM team members to complete GTM plans in all supported/targeted countries and Operating units. Develop 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, handle and deliver pipeline and revenue tied to IBM’s strategies and initiatives in close alignment with internal and external partners.
Drive execution in concert with regional ecosystem resources. Identify target accounts and sign off with SEMEA sales Operating Unit and partner leadership.
- Review sales play metrics/efficiency on a recurring basis with Partners, Partner Sales team, Sales Regions & Business Development teams.
- Maintain pipeline and dashboards that communicate to Executive Leadership the efficiency of identified programs and investments.
- Conduct regular cadence between IBM & Salesforce team members (Partner Sales/Alliances, Sales, Co-Primes, Product Development & Industry Teams, often at EVP and SVP levels in conjunction w/ EMEA & Global Leads).
- Lead monthly business review cadences w/ identified IBM 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 IBM’s Salesforce Practice

-Experience in channel sales or channel management roles passionate about GSI’s like IBM, Accenture, Deloitte, PwC as well as boutique and regional SI’s. Experience working directly for a large GSI is highly desirable, IBM experience is preferred.
- External industry network with experience of 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 complete in a changing environment; ability to make things happen.
- 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 efficiency.
- History of producing measurable results of influenced revenue or channel sales through global strategic system integrators.
- Existing knowledge of Alliances & Channels reporting and operational practices.
- Ability to build and maintain positive working relationships while delivering results in a highly sophisticated, matrixed global organization.
- Strong drive and character qualities that match with company core values and encourages others to follow and act.
- Strong selling and business development skills; ability to understand different partner GTM and Organizational models.
- Understanding of offering creation, marketing, lead generation and professional services organization key performance indicators.
- Multi-lingual (Proficient in Spanish and English) language. Proficiency in Italian desirable

Willingness to travel as needed within region (25-50%)


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