To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Job Details

About Salesforce

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.

MAJOR RESPONSIBILITIES INCLUDE:
- 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

WORK EXPERIENCE
-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%)

Accommodations

If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.

Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com.

Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. 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. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.