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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.

Purpose and Vision:
Salesforce partners are a critical component of the Success Ecosystem, driving ACV growth and customer success at scale. Our robust partner ecosystem is a competitive advantage for Salesforce and its capacity allows us to scale. Our consulting and digital agency partners have deep customer relationships and specialized industry expertise that help us co-sell, drive customer success, and integrate the full C360. Together with our partners, we build trust in Salesforce by delivering value and expertise at every point in the customer lifecycle.

Responsibilities:

• Set and execute Salesforce’s partner strategy in the region, being a critical member of the Southern Europe, Middle East & Africa leadership team.

• Lead and manage a partner organisation including Regional Vice Presidents and all local Alliances & Channels roles, including Partner Sales and Partner Account Management team members.

• Grow the ecosystem including certified individuals and skilled partners resources, targeting new partners to align with GTM strategy locally, managing the partner engagement process, set appropriate metrics for growth and quality of the ecosystem.

• Own the partner contribution % to the overall Salesforce business of Southern Europe, Middle East & Africa business, aligned to those KPIs and growth targets, with a focus on originating sourced business with our partners across all business segments.

• Maintain key partner relationships and development of strategies for expanding the company’s customer base, aligning to the strategy of Salesforce’s Customer Success services team to develop complementary routes to market.

• 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.

• Provide detailed and accurate forecasting of major deals with a partner point of view, from lead origination to opportunity closing, to communicate to Executive Leadership the effectiveness of identified programs and investments.

• Conduct regular cadence between partner executives & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Development, Industry Teams, Customer Success, etc.)

Skills/Experience required

• 10+ years in a channel sales or channel leadership roles focused on multiple partner types including GSIs, RSIs, Agencies and others.

• Strategic mindset; proven ability to understand different partner GTM and Organizational models.

• Strong brand, industry network and executive presence in the region, having actively led and managed the most strategic global partner relationships across SaaS based solutions.

• Demonstrated analytical, organizational, and project management skills, with proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators

• Solid track record as change ambassador operating in matrix environments, with proven ability to build strong relationships in multinational companies with cross-functional teams.

• Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.

• Understanding of offering creation, marketing, lead generation and professional services organization key performance indicators.

• Inspirational people leader, with a track record of growing, nurturing and developing teams in the region, with an emphasis on local talent.

Additionally, the ideal candidate will possess the following:

• A reputation for unquestionable ethics and integrity; sets the tone from the top and demonstrates the highest level of integrity, authenticity, and transparency

• High level of intellectual curiosity and self-awareness with low expressed ego

• Company-first mindset, demonstrating a continuous focus on what is business relevant and can respond quickly

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