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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 OBJECTIVES

The Salesforce Global Partner Alliance team provides Go to Market (GTM) programs for developing partnerships with our Strategic Consulting Partners. Together with the Global GM, the Top 6 GTM Program Lead is responsible for driving the strategic growth and the international management of our Top 6 Global System Integrators (GSI) and Management Consulting Firms (MCF’s) - Bain, BCG & McKinsey

EXPECTATIONS AND TASKS

The MCF's GTM Program Lead will play a key role in expanding our MCF's Alliance Internationally (EMEA, South Asia, ANZ, LATAM) by supporting the Global General Manager, regional OU Alliance teams, the Global Partner Marketing stewards, the Partner Success leaders, and other key stakeholders. They will scale go-to-market initiatives across regions—fostering alignment, consistency, and operational efficiency—to ensure repeatable success. By handling a balanced portfolio of simultaneous initiatives for MCF's, the Program Lead will proactively address risks and support the execution of high-quality outcomes.


The Program Lead will drive the execution of net-new AOV-generating programs and initiatives, as well as Data + AI consumption specifically and partner success. They will also be responsible for evangelizing and educating internal teams about MCF's ’s value proposition within Salesforce. Key to the position is effective collaboration, alignment, and influence across multiple cross-functional stakeholders, including executives, sales, alliances, partner success, marketing, product, legal, and operations.


MAJOR RESPONSIBILITIES INCLUDE:

• Joint Growth Strategy:
  In close collaboration with the Global MCF's GM, develop and refine the joint growth strategy and tactics—including Partner and Salesforce investments in capacity and skills, co-selling initiatives, the development of industry and cloud-based accelerators, and co-marketing efforts. Drive execution of this strategy through alignment, influence, and direct contribution - must be willing to “roll up sleeves”. Success Criteria: Achieve revenue targets, increase market share, and expand partner ecosystem.

• Market Engagement:
  Leverage MCF's sales plays, marketing initiatives, offerings, and industry assets/solutions to engage specific markets. Collaborate with Salesforce OU leadership, enablement teams, marketing teams, industry teams, and field sales teams to drive execution. Success Criteria: Increase market penetration, generate leads, and drive sales pipeline growth.

• Stakeholder Collaboration:
  Foster a sense of team and camaraderie across organizational lines by leveraging internal collaborator communities. Share standard methodologies, successes, and challenges to promote shared learning and to scale successful initiatives across regions. Success Criteria: Improve stakeholder satisfaction, increase engagement, and drive alignment on initiatives.

• Team Leadership:
  Lead internal Partner Sales teams, Partner Account Managers, Partner Success Managers, Partner Marketing Managers and the broader collaborators to ensure all targets and key success outcomes (KSOs) are met or exceeded. Success Criteria: Achieve team targets, improve team performance, and foster a positive and collaborative team environment.

• Communication:
  Build relationships and influence at the executive level by communicating clearly and with impact at all levels of the organisation. Demonstrate curiosity, respectfully challenge the status quo, and drive positive outcomes. Possess strong presentation skills, including the creation and delivery of Google Slides and other visualisation tools. Success Criteria: Improve communication effectiveness, enhance stakeholder engagement, and drive alignment on key initiatives.

• Business Reviews & Governance:
  Help coordinate, prepare for, and run Quarterly Business Reviews at both the global and regional levels. Establish governance and an interaction model under the FY26 operating framework with OU Alliance teams and broader leadership. Success Criteria: Conduct effective QBRs, establish clear governance, and improve alignment with OU Alliance teams.

• Reporting & Analytics:
  Define reporting requirements for key internal and external stakeholders as well as sales leaders, ensuring that the data provides actionable insights. Success Criteria: Provide timely and accurate reports, improve data-driven decision-making, and track progress towards goals.

• Escalation Management:
  Navigate and address partner and internal issues as vital. Success Criteria: Resolve issues promptly, minimize impact on business operations, and improve partner satisfaction.

• Problem Solving:
  Work optimally in environments characterised by high ambiguity, using flexibility to reframe and resolve internal and partner challenges. Success Criteria: Effectively resolve challenges, improve decision-making in ambiguous situations, and drive positive outcomes.

WORK EXPERIENCE

• 5+ years of experience in creating and building differentiated relationships with partners in the MCF community.
• Proven track record to drive significant revenue growth through MCF partnerships.
• Extensive external industry network with 10+ years of experience in SaaS-based solutions and CRM cloud partner channel sales. Solid understanding of AI and the latest market developments.
• Demonstrated ability to lead and inspire high-performing, matrixed teams while enabling cross-functional team members to reach their full potential and career aspirations.
• Politically astute with a proven track record of thriving in a fast-paced, dynamic work environment.
• Comfortable with complexity and adept at thinking on multiple levels of abstraction; demonstrating strong critical thinking techniques.
• Strong analytical, organisational, and project management skills, using relevant information to make timely and impactful decisions that affect cross-functional teams and have a substantial impact on investments and program effectiveness.
• Willingness to travel and proven experience working in global markets, with an understanding of local customs and individual country business protocols and dynamics.

• LOCATION
  We will consider any PAN EMEA locations close to one of our office hubs
  Hybrid working environment.
  
  
  EXPECTED TRAVEL
  Example : 25% - 50% dependent on company travel limitations

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