Industries Business Development Manager

Salesforce•San Francisco, CA

8d•Hybrid

About The Position

Salesforce is seeking a talented partnerships professional and team player with great energy and initiative to fill a strategic and highly visible role in the future development of our partner ecosystem. As a member of the ISV Business Development team, you will be responsible for generating, managing, and driving high-impact, revenue-generating partnerships. This includes generating partnership strategy, leading commercial strategy, and handling relationships and negotiations for partnership deals which can be non-traditional in nature, require sophisticated stakeholder management, and business case development. The role will require concurrently driving multiple deals or initiatives with partners to complement our solutions, create a new industry or vertical footprint leveraging the Salesforce technology stack and/or drive a unique go-to-market business partnership to accelerate our indirect and direct sales. Your Impact will include the expansion of the Salesforce ecosystem by sourcing and closing strategic Industry ISV and resell partnerships that extend Salesforce distribution by identifying, engaging and convincing third parties to build product on the Salesforce platform. You will add new partners to the Salesforce ecosystem via integration, agents and data connectivity. You will identify Industry whitespace where platform gaps exist, and craft partner-driven solutions to address them—leading everything from deal structure to internal alignment. You will also activate and help scale Agentforce by identifying ecosystem partners that can enhance intelligent agent workflows and in-context AI capabilities. Champion creative business models that unlock value for our customers while ensuring mutual success for partners. You will own the full partnership lifecycle: from market opportunity analysis and initial outreach through to negotiation, contracting, and GTM readiness. You will navigate ambiguity, prioritize thoughtfully, and move quickly to structure first-of-kind deals. Ensure partner engagements are scalable and built for long-term success—but your focus is on building new, not managing existing. You will partner with key internal stakeholders across Product, Legal, Finance, Operations and Sales. Act as a thought leader across the company on what’s happening in the ISV partner landscape and ecosystem. Contribute to strategy sessions, internal readouts, and investment cases with insight and clarity.

Requirements

7+ years in ISV sales, ecosystem management, business development, strategic partnerships, corporate development, or platform strategy—ideally in SaaS, AI, data, or cloud ecosystems.
Experience in one or more of the following priority industry verticals: Healthcare, Life Sciences, Financial Services, Manufacturing
Proven experience leading complex deal cycles and building new business models (e.g., rev shares, embedded experiences, ecosystem monetization).
Understanding of the Salesforce platform—including APIs, workflows, agents, automation—and its ecosystem potential.
Familiarity with generative AI, LLMs, data analytics platforms, and cloud data architecture.
Strong commercial instincts combined with the ability to work effectively across technical and non-technical stakeholders.
Excellent verbal and written communication skills, including business case development and partner storytelling.
Ability to structure and analyze quantitative impacts of partnerships on the business.

Responsibilities

Generating, managing, and driving high impact, revenue generating partnerships.
Generating partnership strategy and leading commercial strategy.
Handling relationships and negotiations for partnership deals.
Driving multiple deals or initiatives with partners to complement solutions.
Creating new industry or vertical footprints leveraging the Salesforce technology stack.
Driving unique go-to-market business partnerships to accelerate indirect and direct sales.
Sourcing and closing strategic Industry ISV and resell partnerships.
Identifying, engaging and convincing third parties to build product on the Salesforce platform.
Adding new partners to the Salesforce ecosystem via integration, agents and data connectivity.
Identifying Industry whitespace where platform gaps exist, and crafting partner-driven solutions.
Activating and helping scale Agentforce by identifying ecosystem partners.
Championing creative business models that unlock value for customers.
Owning the full partnership lifecycle: from market opportunity analysis and initial outreach through to negotiation, contracting, and GTM readiness.
Navigating ambiguity, prioritizing thoughtfully, and moving quickly to structure first-of-kind deals.
Ensuring partner engagements are scalable and built for long-term success.
Partnering with key internal stakeholders across Product, Legal, Finance, Operations and Sales.
Acting as a thought leader across the company on the ISV partner landscape and ecosystem.
Contributing to strategy sessions, internal readouts, and investment cases.