Description
About Salesforce
Salesforce is the #1 AI CRM, helping companies connect with customers in entirely new ways. We bring together data, AI, CRM, and trusted enterprise platform capabilities to help businesses drive productivity, growth, and deeper customer relationships. Guided by our core values of trust, customer success, innovation, equality, and sustainability, we empower every company to become an AI enterprise — and every employee to be a Trailblazer. If you're passionate about using technology to drive meaningful change and believe business can be a powerful platform for good, you belong here.
Purpose and Objectives
The Global Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners. Salesforce is transforming the industry and PwC is one of our most strategic Global Partners. The PwC AMER Partner Alliance Manager (PAM) - AMER Acclerated Industries, is responsible for helping lead this change with responsibility for driving the development and management of our Strategic Alliance with PwC in North America (US & Canada) covering Technology/Media/Telco as well Consumer Business Services.
Expectations and Tasks
The PwC PAM - AMER Accelerated Industries will be responsible for developing and managing our alliance with PwC including our AMER Alliances Strategy and Go-To-Market (GTM) plan, regional sales team alignment, channel organization support, and relationship with other key stakeholders. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs (sourced + influenced) and initiatives, and evangelizing Salesforce’s value proposition within the partner organization and facilitating the partner’s value proposition within Salesforce and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.
Responsibilities Include:
Work with global leaders from PwC to develop a joint PwC & Salesforce strategy and GTM plan that includes investments in Practice Development, co-selling & sourcing revenue, identification of new market opportunities and development of industry & cloud-based assets/solutions
Work with PwC team members to execute GTM plans in all supported regions and operating units. 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 our sales teams and Salesforce Industries
Industry Knowledge: Stay updated on industry trends, regulations, and policies to provide relevant guidance and insights to partners and customers.
Joint Solution Development & Execution: Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams and Cloud GMs
Lead development of market making IP to drive innovation into new markets for Salesforce
Execute, manage and deliver industry pipeline and revenue tied to PwC’s strategies and initiatives in close alignment with internal and external stakeholders.
Drive execution in concert with industry ecosystem resources. Identify target accounts and sign off with industry sales and partner leadership.
Review sales play metrics/effectiveness on a recurring basis with Partners, Partner Sales team, Sales Regions & Business Development teams.
Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
Conduct regular cadence between PwC & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Development, Industry Teams, etc.)
Actively expand network and relationships beyond Salesforce Practices
Communications - Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.
This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.
WORK EXPERIENCE
5+ years in a channel sales or channel management roles, supporting multiple partner types including GSI’s like Accenture, Deloitte, PwC as well as boutique and regional SI’s
Extensive external industry network with 3-5 years of SaaS based solutions or CRM Cloud partner channel sales experience
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 has 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 with company core values and inspires 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.
Willingness to travel (25 - 40%)
Education & Qualifications
MS/MBA or other related advanced degree preferred.
For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.