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SalesJob 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.
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.
Role Description
The Worldwide Alliances & Channels organization provides global leadership by developing partnerships with our Consulting Partners (GSIs, RSIs, Agencies, and Strategy Consulting firms) and ISVs. Agencies are making bold investments and a clear focus on accelerating their partnership with Salesforce as AdTech/MarTech services become an increasingly important part of their business model. Agency PAMs are responsible for helping lead this change with responsibility for driving the development and management of our rapidly growing top 5 Agency Partners: Dentsu, WPP, Publicis Groupe, IPG, and Omnicom.
The Agency PAM will be responsible for developing and managing Alliances Strategy and Go-To-Market (GTM) execution across the Agency Portfolio, regional sales teams, supporting channel organizations, and other key stakeholders. Additionally, the Agency PAM will be responsible for developing and driving the execution of revenue-generating programs and initiatives, boosting Salesforce capacity/capability within the Agencies, and driving customer success.
Your Impact
Work with Sales (Digital AEs and Core) and Alliances leaders to develop a joint GTM plan that includes investments in Practice Development, co-selling activities, joint marketing, and development of vertical solutions and/or B2C plays with Salesforce solutions.
Execute, manage and deliver pipeline and co-sell revenue (ACV) across the Agency Portfolio. Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
Work with the Salesforce Global Cloud Alliances & Partner enablement teams to execute specific Practice Development plans that drive certification growth and deliver customer success.
Build joint Solutions, Service Offering & Thought Leadership with associated GTM activities based on specific and differentiated Agencies capabilities, IP or vertical expertise (i.e Media Platform + CDP + Personalization to boost Media ROI).
Establish and run the right governance between agency key Executives & Salesforce stakeholders (Sales, BVS, SEs, Product, Marketing, Industries, etc.) and drive regular QBRs to track partnership success.
Communications - Ensure effective and timely internal & external communication and coordination of the Salesforce 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.
Minimum Requirements
5+ years in a channel sales or channel management roles focused on Agencies or other partner types (GSI’s, RSI’s, etc.) with good understanding of Marketing, eCommerce and other B2C landscape & technologies.
Strong AdTech-MarTech understanding and/or Agencies experiences
Proven ability to build, lead and implement alliance-sales 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 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.
Ability 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’s key performance indicators.
BA or relevant experience
Travel 25% - 30%
Accommodations
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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.
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