Alliances - Partner Account Director

Salesforce•New York, NY

5d•$202,300 - $297,640•Remote

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 execute plans for growing the partner ecosystem. The Publicis Global Partner Account Manager (PAM) will manage the alliance with Publicis, including strategy, go-to-market (GTM) plans, regional sales team alignment, and supporting channel organizations. 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. Effective collaboration with cross-functional stakeholders, including sales, alliances, marketing, legal, and operations, is key.

Requirements

10+ years in 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).
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 have 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 company core values and inspire 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.

Nice To Haves

Experiences of working with Agencies preferably.

Responsibilities

Work with Publicis leaders to develop a joint Publicis & Salesforce strategy and GTM plan, including investments in Practice Development, co-selling & sourcing revenue, and development of industry & cloud-based assets/solutions.
Execute GTM plans in all supported/targeted regions and Operating Units with Worldwide Alliances and Channels team members.
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 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 obtain sign-off from Operating Units and partner leadership.
Review sales play metrics/effectiveness on a recurring basis with local PAMs, Partners, Partner Sales teams, Sales Regions & Business Development teams.
Maintain pipeline and dashboards to communicate program effectiveness to Executive Leadership.
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.