Salesforce Alliance & Channel Manager

FormativGroup•White Plains, NY

11h•$80,000 - $100,000•Remote

About The Position

FormativGroup is seeking an ambitious, organized, and commercially minded Alliance & Channel Manager to join their team. This role will focus on transforming strategic partnerships into consistent field engagement, qualified pipeline, and measurable revenue impact. As an execution-focused individual contributor, the Alliance & Channel Manager will be the driving force behind FormativGroup’s ecosystem go-to-market strategies. Key responsibilities include coordinating account mapping, partner cadences, campaigns, events, deal registration, enablement, and pipeline reporting. The primary focus will be on executing FormativGroup’s Salesforce alliance strategy, while also supporting and managing other channels and go-to-market partnerships. The ideal candidate is relationship-oriented, highly disciplined, comfortable collaborating across multiple teams, and motivated by converting partner relationships into active opportunities. This is an opportunity to connect with FormativGroup for future openings.

Requirements

3–5 years of experience in alliances, channel sales, partner operations, sales development, field marketing, account development, or a related commercial role within a technology company, consulting firm, or systems integrator.
Experience supporting partner-led or co-sell motions, including account mapping, campaign execution, pipeline tracking, partner communications, or deal registration.
Strong familiarity with the Salesforce ecosystem is preferred, including its field sales and partner-management structure.
Working knowledge of CRM and partner-management processes, with the discipline to maintain accurate opportunity and attribution data.
Strong written and verbal communication skills, including the ability to create concise, partner-friendly outreach for email, Slack, presentations, and enablement materials.
Strong organizational and project-coordination skills, with the ability to manage multiple partners, verticals, campaigns, and follow-up actions simultaneously.
Comfort working with sales leaders, account executives, partner managers, marketers, solution teams, and senior stakeholders across company boundaries.
Bachelor’s degree or equivalent relevant professional experience.
Applicants must be authorized to work for any employer in the United States.
FormativGroup is unable to sponsor or assume sponsorship of an employment visa for this position.
Candidates must reside in one of the following locations: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, or Washington, DC.

Nice To Haves

Experience supporting other channels, technology alliances, referral relationships, or go-to-market partnerships is a plus.

Responsibilities

Build and maintain productive working relationships with partner field teams, including Account Executives, Regional Vice Presidents, Partner Sales Managers, Partner Account Managers, and alliance stakeholders.
Execute targeted outreach and partner campaigns that keep FormativGroup’s capabilities, customer successes, sales plays, and delivery capacity visible to relevant partner teams.
Coordinate and facilitate joint account-mapping sessions between FormativGroup sales leaders and partner account teams, including preparation, follow-up, and action tracking.
Support regular partner cadences and pipeline reviews to advance co-sell opportunities, clarify ownership, and maintain momentum.
Help connect FormativGroup Account Executives, Industry SMEs, and Solution Engineers with the right partner stakeholders across strategic verticals and broader market opportunities.
Manage day-to-day partner operations, including deal registrations, lead acceptance, opportunity attribution, referral tracking, and partner portal updates.
Maintain accurate alliance and channel data in Salesforce and partner systems, including source, influence, next steps, stage, value, and expected close timing.
Track partner-sourced and partner-influenced pipeline, field engagement, campaign activity, and conversion performance; prepare clear reporting for alliance and sales leadership.
Coordinate follow-up actions across Sales, Alliances, Solution Engineering, Marketing, and Delivery to ensure partner-generated opportunities progress effectively.
Support onboarding and operational integration of new partners and acquired-company partner relationships.
Support execution of joint sales plays and partner campaigns across multiple industries and solution areas.
Coordinate creation and distribution of practical co-sell materials, including partner-ready messaging, account briefs, trigger sheets, customer stories, and one-page solution summaries.
Support regional partner events, executive roundtables, webinars, Salesforce World Tours, Dreamforce, and other ecosystem programs.
Coordinate invitations, attendee tracking, internal preparation, partner follow-up, and opportunity capture associated with events and campaigns.
Help maintain a consistent calendar of partner communications, enablement sessions, account-planning activities, and field programs.
Execute alliance and channel activities primarily within the Salesforce ecosystem while also supporting and actively managing other strategic channels and go-to-market partnerships.
Adapt field engagement, account-planning, and operating cadences to the needs of different partner models while maintaining consistent pipeline discipline and follow-through.
Gather feedback from partner and sales teams to identify execution gaps, emerging opportunities, and improvements to co-sell motions.
Contribute to a collaborative, scalable alliance operating model as FormativGroup expands across partners, verticals, and acquired businesses.