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Job Category
Sales
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 Strategic Consulting Partners and Service Partners. Salesforce is transforming the industry and works closely with our Global and Regional System Integrators. The Partner Sales Senior Manager (PSM) is responsible for helping lead this change with responsibility for driving the strategic sales development and project success in collaboration with global management of our Strategic Alliances and System Integrators in UKI.
EXPECTATIONS AND TASKS
The PSM will be responsible for developing business relationships with partners to define Go-To-Market plans, Global Public Sector (GPS) Non Profit and Education sales team alignment, supporting channel organizations, and other key stakeholders. The PSM’s responsibility will be to develop and drive the execution of revenue-driving programs and initiatives as well as project delivery success.
The PSM will also be responsible 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.
- Work with global leader(s) from the System Integrators to develop a joint strategy and plan that includes
investments in capacity and skills, co-selling (influenced) revenue, and development of industry & cloud-based
accelerators. Work with the global Industries & Partners team members to execute GTM plans and develop Industry Clouds specific capacity plans, driving influenced ACV growth and delivering customer success.
- Take partner sales plays, offerings and industry assets/solutions to Education and Non Profit specific markets for local execution and engagement with our Salesforce field 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 global pipeline and
revenue tied to the SI’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 sales and
partner leadership. Review sales play metrics/effectiveness on recurring basis with Partners, Partner Sales team,
Sales Regions & Business Development teams.
- Identify and recruit potential new partners with industry expertise, willingness to invest and support existing ones to develop their pre sales and delivery capabilities as well as industry solutions expertise
- Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified
programs and investments. Conduct regular cadence between the SI’s & Salesforce stakeholders (Partner Sales,
Sales, Co-Primes, Development, Industry Teams, Mulesoft, Tableau, 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.
Work Experience
- 6+ years in a channel sales, channel management or sales roles, with strong knowledge of working with partners.
- Preferred external Public Sector/non profit/education industry network with experience of Industry solutions and 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. Demonstrable proof of scaling capacity of global strategic partners. 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 service offering creation, marketing, lead generation and professional
services organization key performance indicators.
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 eight 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!
Accommodations
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We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants are welcome to opt-in to the interview scheme as part of the application process. If you would like to apply under the scheme, please click the link to the Accommodations Request Form above and scroll to the UK Disability Confident Scheme section within the form.
Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.
