VP, Alliances - Partner Account Management, Accenture

Salesforce•San Francisco, CA

4d•Hybrid

About The Position

Salesforce's Global Consulting Partner organization is seeking a VP, Partner Account Management (PAM) to lead and deepen Accenture, one of our most strategic global partnerships. This is a high-visibility, high-impact role that requires a balance of strategy, sales, and bias for action. The VP will own the end-to-end alliance with Accenture globally, driving investment programs and co-sell execution partnership governance. Success requires the design and execution of a plan to develop and accelerate the growth of Salesforce's business with Accenture. Key to the position is effective collaboration with multiple cross-functional stakeholders including Sales, Alliances, Marketing, Legal and Operations while maintaining a deep understanding of Salesforce technology and articulating Salesforce value propositions. Accenture is one of Salesforce's largest and most strategic consulting partners and a Founding Partner of Salesforce's Approved Forward Deployed Engineering (FDE) Partner Network.

Requirements

10+ years of industry experience within alliances, sales or consulting with a strong track record of driving partner revenue and exceeding targets
Proven success developing and leading strategic partnerships with global consulting organizations (Accenture experience strongly preferred)
Experience recruiting, developing, and managing high-performing, geographically distributed PAM teams
Deep understanding of joint GTM motions, co-sell mechanics, and investment programs
Executive presence with demonstrated ability to build trust and influence at the C-suite level across both Salesforce and partner organizations
Strong command of Salesforce technology and applications, platform, and SaaS solutions including Agentforce and Data Cloud
Comfortable with complexity and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques
Ability to design and present annual plans, track and articulate success
Demonstrated ability to drive significant influenced revenue through SI partnerships
Business, Computer Science, or Engineering Bachelor's degree; MBA preferred

Responsibilities

Own the global Accenture alliance relationship, serving as Salesforce's primary point of contact for Accenture's C-suite and senior leadership
Design and execute a plan to accelerate and scale the growth of Salesforce's business with Accenture including identification of partner segments, relationship definition, and launch activities
Drive joint GTM strategy and revenue execution across all major Accenture business groups, geographies, and industry verticals
Ensure Accenture is developing their sales, pre-sales, and delivery capabilities in line with Salesforce strategy, including Agentforce, Data Cloud, and multi-cloud adoption, leveraging Accenture's certified delivery capabilities
Work with Accenture to generate new business in existing accounts and new markets, ensuring partners assist in delivering successful projects
Lead alliance governance including executive business reviews, joint account planning, and investment fund management
Manage and grow the joint investment portfolio, ensuring active utilization and measurable ROI
Build and manage a high-performing team of PAMs aligned to Accenture across AMER, EMEA, LATAM and APAC
Initiate and conduct sales readiness training events and collaborate with marketing to plan joint events and activations
Establish and run a recurring operating cadence with Accenture's alliance leadership to track pipeline, prioritize accounts, and reallocate investments dynamically
Liaise with and motivate individuals at all levels of the partner relationship; politically astute and able to ascertain key decision makers
Report on alliance health, pipeline contribution and partner activation metrics to Salesforce senior leadership