Regional Vice President, Partner Cloud, PRM+ & Channel Revenue Management

Salesforce.com, Inc.•New York, NY

38d

About The Position

As a Sales Leader, you will be managing and developing a team of Account Executives specifically focused on selling Salesforce's Partner Relationship Management (PRM), PRM+, and Channel Revenue Management (ChRM) solutions. Your team will engage with existing customers and new leads to sell these specialized channel solutions. You will participate and lead in client and prospect meetings, particularly engaging at the C-level in enterprise customer organizations, and work cross-functionally with internal partners and corporate resources as required. You will be responsible for ongoing mentoring and development of your sales team, which includes recruiting, hiring, and training new team members on the sales process and the specifics of PRM+, ChRM, and the value proposition of growing revenue via partners. You will report on sales activity and forecast to senior sales management, consistently monitoring team activity and tracking results. Your responsibilities will include actively leading and monitoring demand generation activities for these specific solutions. You will lead initiatives to drive customer awareness and engagement around Salesforce's partner solutions and develop and implement successful sales campaigns for PRM+, ChRM, and related offerings like Partner Tracks. You must be capable of successfully leading significant client concerns and issues related to these complex solutions. Working cross-functionally with internal partners and corporate resources is key for consistent processes and a successful team. Developing required Corporate relationships and Executive engagement is essential to support success. This role will likely focus on customers within segments like SMB, Enterprise, Select, or Key accounts (10,001+ employees or 4501-10000 employees). Target industries for PRM+, ChRM, and related solutions include Telecommunications, Media, and Technology, High Tech Manufacturing (Semiconductor, etc.), Software, Cybersecurity, Manufacturing, Financial Services, Automotive, Discrete Manufacturing, Energy, Consumer Goods, Medical Device Companies, and Chemical Goods Manufacturers. Good fit customers for PRM often have a full partner system or are thinking about building one.

Requirements

Depending on the segment, the years of experience and skills needed to be successful will vary from 4+ years of sales leadership experience leading a team of seven or more quota carrying sales people.
A Bachelor's degree is strongly preferred.
Proven successful experience in leading Account Executives.
Consistent track record to create successful teams and lead them to success.
Excellent presentation and executive engagement skills, capable of engaging at the C-level in enterprise customer organizations.
Excellent negotiation skills.
A self-starter that can thrive in a fast-paced environment.
Strong leadership capabilities.
Experience in sales coaching and mentoring.
Ability to operate effectively in a fast-paced, team environment.
Has a strong drive for results.
Strong engagement and communication skills.
Consultative selling experience.
Can collaborate and influence in a "win as a team" environment.
Resourceful.
Is a trusted advisor to the customers and colleagues.
Courageous Communicator.
Prior experience working within the Software/Infrastructure/Platform (SaaS, IaaS, PaaS) space.

Nice To Haves

Experience in channel sales or partner ecosystem management is highly valued, given the focus of this role.
Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.).

Responsibilities

Managing and developing a team of Account Executives focused on selling Salesforce's Partner Relationship Management (PRM), PRM+, and Channel Revenue Management (ChRM) solutions.
Engaging with existing customers and new leads to sell specialized channel solutions.
Participating and leading in client and prospect meetings, particularly engaging at the C-level in enterprise customer organizations.
Working cross-functionally with internal partners and corporate resources.
Ongoing mentoring and development of the sales team, including recruiting, hiring, and training new team members.
Reporting on sales activity and forecast to senior sales management, consistently monitoring team activity and tracking results.
Actively leading and monitoring demand generation activities for specific solutions.
Leading initiatives to drive customer awareness and engagement around Salesforce's partner solutions.
Developing and implementing successful sales campaigns for PRM+, ChRM, and related offerings like Partner Tracks.
Leading significant client concerns and issues related to complex solutions.
Developing required Corporate relationships and Executive engagement to support success.

Benefits

We provide every employee with 7 paid volunteer days off a year, and donation matching for all approved charitable donations.
We provide other world-leading benefits to all our employees, including Health, life insurance, retirement saving plan, Monthly wellness allowance, Flexible time off & leave policies, Parental benefits, Perks and discounts.
More details about our company benefits can be found at https://www.salesforcebenefits.com.
time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program.
More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.

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