Alliances - Partner Account Director

Salesforce•New York, NY

9d•$202,300 - $297,640•Hybrid

About The Position

Salesforce is seeking a highly motivated leader and team player to join the Global Consulting, Partner Account Management team. This role is responsible for designing, launching, and supporting a plan to accelerate and scale business growth with Publicis. It requires a balance of strategy, sales, and a hands-on approach to develop and accelerate the growth of the partner ecosystem. The Publicis Global Partner Account Manager (PAM) will develop and manage the alliance with Publicis, including strategy, Go-To-Market (GTM) plans, regional sales team alignment, and support for channel organizations and other key stakeholders. The PAM will develop and drive revenue-generating programs and initiatives, evangelize Salesforce’s value proposition within the partner organization, and facilitate the partner’s value proposition within Salesforce and affiliated companies. Collaboration with cross-functional stakeholders, including sales, alliances, marketing, legal, and operations, is crucial.

Requirements

10+ years in a channel sales or channel management roles focused on multiple partner types including GSI
Knowledge of Agencies and their business model across Media, Creative and Customer Experience (CX). Preferably with experiences of working with Agencies.
Extensive external industry network with Salesforce knowledge preferable
Proven ability to build, lead and execute 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 global strategic system integrators
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
Executive presence 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 offering creation, marketing, lead generation and professional services organization key performance indicators.

Responsibilities

Work with leaders from Publicis to develop a joint Publicis & Salesforce strategy and GTM plan that includes investments in Practice Development, co-selling & sourcing revenue, and development of industry & cloud-based assets/solutions.
Work with the Worldwide Alliances and Channels team members to execute GTM plans in all supported/targeted regions and Operating units.
Develop region specific Practice Development plans, driving capacity & certification growth and delivering customer success.
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.
Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams.
Execute, manage and deliver pipeline and revenue tied to Publicis’s strategies and initiatives in close alignment with internal and external stakeholders.
Drive execution in concert with regional ecosystem resources.
Identify target accounts and sign off with Operating Units and partner leadership.
Review sales play metrics/effectiveness on a recurring basis with local PAMs Partners, Partner Sales team, Sales Regions & Business Development teams.
Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
Conduct regular cadence between Publicis & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Development, Industry Teams, etc.).
Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.
At times other duties may be assigned as needed.