VP, COO, Strategic Technology and Consulting Partners

Salesforce•Chicago, IL

22h•$221,900 - $426,900•Hybrid

About The Position

Salesforce is seeking a proven, transformational executive to lead the evolution of our Global Partnerships Programs and Experience, solidifying our position as the best-in-class Partner Ecosystem. Reporting directly to the EVP of Global Partnerships, this person will serve as the operations leader across our Strategic Technology and Global Consulting Partner businesses, supporting and developing a high-performing Partner organization that helps our customers become Agentic Enterprises. This leader will partner closely with Sales, Distribution, Product, and Engineering leadership as we transform our Global Partnerships go-to-market: focusing on net new annual order value (NNAOV), accelerating consumption selling, simplifying specialization, and taking an industry-first approach to unlock incremental growth where appropriate. They will be responsible for developing a strategic vision and building partner operations with an AI-first and systems-first lens. This leader must be able to exceptionally influence, negotiate, and collaborate with EVPs+ and Operating Unit leaders across the company. Most importantly, the ideal candidate will closely collaborate with our Partnerships teams to optimize programs, incentives, experiences, and community engagement.

Requirements

Exceptional leadership, with a proven ability to influence and make strategic decisions
Exceptional engagement skills, inspiring confidence and alignment at all levels
Gritty self-starter with significant experience with enterprise application partner ecosystems
Deep knowledge and experience in the SaaS industry, Partner Programs, Partner Lifecycles, Incentive Programs, Sales Strategy, and third-party vendor teams
Track record of running or operating a scalable, programmatic go-to-market or partner business, with fluency in pipeline generation, bookings metrics such as NNAOV, and consumption-based selling models
Experience leading and retaining high-performing teams through go-to-market transformation
Highly collaborative, with a strong ability to influence and build consensus across teams
Thrives in fast-paced environments, demonstrating resourcefulness and the ability to succeed in the face of ambiguity while effectively prioritizing and managing competing responsibilities
Solution-oriented and data-driven, with a continuous learning mindset
Demonstrates integrity, high ethical standards, and sound judgment in all decision-making
A passion and proven experience in using AI to drive operational efficiencies and increased partner success
Advocate of diversity in teams, thought, and perspective
Ability to travel up to 25% of the year
Bachelor’s degree or equivalent relevant experience required

Responsibilities

Define and execute the strategic vision for our Global SI Partner Center of Excellence (CoE), SI Partner Program, and SI Partner investment program (Catalyst), aligned to the company's go-to-market transformation
Operate a programmatic, scalable partner business that drives partner-sourced and partner-influenced NNAOV and generates quality pipeline every quarter, balancing predictability, efficiency, and growth
Enable partners to drive consumption, adoption, and measurable AI ROI, so customer success and expansion reinforce each other
Help simplify specialization and build partner GTM plays that unlock incremental growth with technology, consulting, and AI-provider partners
Maintain complete fluency of the Partnerships business landscape, including detailed understanding of Salesforce’s macro ops organizations, and the industry at large related to other partner programs / Marketplaces
Regularly evaluate priorities, associated ROI from partner investments, productivity, and resource allocations. Identifies simple/realistic and scalable solutions that allow the team to move quickly and achieve long-term ecosystem growth and profitability
Sets pace and expectations for org, delivers compelling presentations that represent the Global Partnerships business to Salesforce executives, and creates and maintains a network and influence with multiple EVPs+ across Salesforce and our partners
Advise the EVP of Global Partnerships on key initiatives, identify core themes, develop risk mitigation plans, and connect opportunities across functional areas
Represent the Global Strategic & Consulting Partnerships organization in Ops reviews with Distribution, Product and Engineering COO teams.
Cultivate an inclusive work environment that promotes teamwork, partnership, recognition, mutual respect, participation, employee engagement, and a positive team culture. Excellent at identifying and nurturing talent and retaining high performers, and appropriately allocating resources of their team to drive the highest impact outcomes
Beyond guiding top initiatives that the team supports, this person can roll-up their sleeves and own high priority initiatives through execution as needed