Account Partner Senior Director (TMT)

Salesforce•Washington, DC

4d•$213,265 - $313,755•Hybrid

About The Position

The ideal candidate is a Transformation executive and strategic seller who can shape and secure our Tech, Media and/or Telecommunications programs. This isn't a traditional sales role; it is a 'player-coach' position for a strategist who can command a boardroom, navigate complex environments, and convert abstract visions into multi-million dollar commercial mandates. As a high-octane problem solver, you will engineer the commercial roadmap and services propositions that accelerate tangible business outcomes. You are the strategic orchestrator of the account, possessing the organizational rigor to document complex workstreams and the professional bravado to align C-Suite stakeholders. By conducting a unified "One Salesforce" pursuit, aligning License Sales, Product, and Customer Success, you chart a clear path for how Salesforce can operate as the primary engine for our customers' digital and agentic evolution. The Director/Senior Director Account Partner leverages their prior experience leading customer experience, digitization, or sales/service/marketing transformation programs (preferably utilizing the Salesforce platform) as an internal leader or as an external consultant. APs ideally have led multiple transformation programs where they have not only helped paint the picture of the customer’s vision but have also driven execution to achieve the desired value and outcomes. The candidate is confident, experienced, and credible in the C-Suite, with an unwavering ability to influence action and results up, down, and across the organization. Impact Success will be defined by your ability to bridge the gap between a client’s strategic aspirations and high-stakes execution, resulting in bookings, program revenue, and software consumption. You will help Salesforce move beyond the role of a traditional vendor to become an indispensable strategic steward for our most complex Technology, Media and Telecommunications accounts. Your goal is to engineer and secure strategic services programs that ensure customers realize the full ROI of their CRM, AI, and Data investments. The primary measurement of success in this AP role is the orchestration and closure of high-complexity, multi-million dollar services pursuits.

Requirements

8+ years experience leading technology transformation programs at Fortune 500 companies
6+ years of management or internal consulting experience leading large strategic programs, including business development, management of client relationships, and/or delivery oversight
5+ years of experience leading, managing, coaching, and developing staff
Expertise in at least one of the following areas: Sales, Service, Marketing, Omni-channel, Customer Experience, Technology Delivery, and Operations
Present business value led pitches and effectively negotiate terms with commercial rigor & sound business judgment
Significant experience managing C-suite customer relationships and executive objection handling
Demonstrated ability and willingness to balance strategic thinking and ‘roll up sleeves’ to drive customer and team success
High emotional intelligence, including empathy, curiosity, and desire to improve and constantly learn
Travel is an integral part of this role (25-50%)
Strong academic credentials - bachelor’s degree required

Nice To Haves

relevant technical or business (MBA) post-graduate degree preferred
Track record of strong performance across blended consultative sales, technology sales and/or technology program delivery
Experience owning pursuit teams and participating in the proposal development process; demonstrated negotiation and conflict management skills
Experience leading client, internal teams, and partners (e.g. system integrators) without positional authority in all three facets of digital transformation: technology, business, and culture change
Strong technical acumen and experience working with technical teams
Prior role as an executive with excellent verbal, interpersonal, and presentation skills, with a track record of decisive decision making
Experience selling and/or delivering Professional Services in a context similar to Salesforce or a Global System Integrator type environment

Responsibilities

Lead E2E go-to-market motion to build 7- and 8-figure proposals to accelerate customer value in partnership with cross-functional teams across License Sales, Product, and Services
Serve as the primary conductor for Digital Transformation roadmaps and operating models, moving customers from Legacy Systems to AI-First Enterprises
Act as the closer for complex services pursuits, leveraging compelling direct & indirect communication to align diverse CxO stakeholders (e.g., CIO, CFO, Head of Business)
Drive account planning across strategic Technology, Media and Telecommunications customers, designed to deliver customer value by mapping program outcomes to commercial milestones
Self-originate pipeline and accelerate high-value opportunities by identifying untapped value within the Technology, Media and Telecommunications ecosystem
Demonstrate commercial excellence through rigorous territory planning, deal progression, and close plans
Engage at the CxO level positioning yourself as a long-term trusted advisor from initial vision white-boarding through Program Executive Steering Committee meetings
Inspire cross-functional teams, often leading with indirect authority across matrixed teams, including with various internal executive sponsors and external partners (i.e., system integrators and other ecosystem partners)
Utilize industry and market trends to build tangible pathways to drive scalable and sustainable Agentic innovation