Description
About Salesforce
We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.
The Worldwide Alliances & Channels organisation at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners, System Integrator Partners and ISV Partners. Salesforce works closely with our ecosystem partners to create and deliver assets to drive customer success for specific industries/territories.
The Partner Business Manager (PBM) is responsible for driving the strategic development of our sales engagement with Informatica Partners within the AI + Data industries/territories.
The Role
The PBM will be responsible for developing and managing our end-to-end partner strategy for the Enterprise and Commercial Business segment in Singapore, Malaysia and Vietnam. This includes developing the Alliances Strategy and Go-To-Market plan, sales team alignment, supporting channel organisations (such as partner marketing and partner enablement), and other key stakeholders.
The PBM’s responsibility will be to be an advisor to our sales teams on existing partner industry and capability and future needs. They will drive the execution of revenue-generating programs and initiatives with partners for the territory. The PBM will be responsible for evangelising Informatica from Salesforce value proposition to partners and facilitating the partner ecosystems’ value proposition within Salesforce and affiliated companies. Key to the position is developing a deep understanding of our ecosystem for effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.
This is a strategic role that requires a balance of strategy with a strong roll-up your sleeves and ‘get it done’ mentality. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem across the Data Foundation (Informatica) segment of our business.
You are a highly motivated team player who loves a fast paced, cross-functional environment. You have the ability to establish broad senior level relationships. You have a proven track record on delivering results and getting things done. You are smart, have strong business acumen, multitask, with the ability to make a notable impact within your first 90 days at Salesforce. You are able to effectively communicate and build relationships with SI, ISV partners and executive leaders in the partner ecosystem.
Key Responsibilities:
Work with market sales leaders to develop a strategy and plan to deliver ongoing sales and customer success with our partner ecosystem
Take partner sales plays, offerings and industry assets/solutions and align with our Salesforce teams (Partner Success Team, Sales, Account Executives, Industry Teams, Data Foundation, Informatica, Mulesoft, Tableau, etc.)
Drive a partner marketing plan aligned with the needs of the business and ecosystem objectives
Manage and deliver Sourced pipeline and build a plan for ACV growth tied to the territory’s strategies and initiatives in close alignment with internal stakeholders and partners
Conduct regular sales cadence with partner sales management and sellers
Pro-actively engage with partner sellers on opportunity development and drive
Identify target accounts and white space plans with sales and partner leadership to drive execution and governance
Conduct regular cadence between the Partner & Salesforce stakeholders and adjust strategies
Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results
Understand the breadth and depth of the partner ecosystem and develop a plan to activate dormant partners and recruit new AI/Data aligned partners
Identify partner enablement needs within the territory and align with internal resources to build out a plan
Qualifications/Experience:
Extensive external sales experience across a variety of industries, with experience in Cloud SaaS based solutions and Data Management
Strong executive selling and business development skills; proven ability to understand different partner GTM models
A proven track record in CxO engagement and interaction
Proven ability to build, lead and execute strategy in a cross-functional environment.
Demonstrated analytical, organisational, and sales 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 growing a business
Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organisation
Strong drive, excellent communication skills and character qualities that match with company core values and inspires others to follow and act
Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen
Demonstrated experience in an alliance or channel management roles