Description
About the Role
Salesforce is deepening its strategic partnership with a named Tier 1 Independent Software Vendor (ISV) to build the next generation of AI-driven, industry-specific enterprise solutions. This role will own the full breadth of the partner relationship globally: stewarding the existing embedded run-rate business (a mature product built natively on Salesforce and deployed at scale across the partner's end-customer base), while pioneering new Salesforce embeddings across the wider partner enterprise — unlocking net-new business units, product lines, and industry segments not yet engaged. This is a high-impact, highly visible role at the intersection of embedded product partnerships, commercial strategy, and Salesforce's industry growth agenda.
Target Outcomes:
Grow the run-rate embedded OEM business (consumption, renewals, expansion)
Drive net-new embedded offering pipeline across untapped partner business units and product lines
Scale Salesforce consumption growth anchored by partner proprietary data and distribution
Drive industry market capture via partner-led go-to-market
Key Responsibilities
Legacy Embedded Business — Protect & Grow
Own the OEM/ISV relationship for the partner's core embedded product — a platform built natively on Salesforce and deployed at scale across the partner's end-customer base
Manage the commercial health of the OEM agreement: renewal, consumption tracking (platform licenses, org provisioning, add-ons), and expansion across the partner's customer base
Work with the partner's product and engineering teams to ensure the embedded architecture stays current — driving migration off legacy APIs toward modern Salesforce Platform capabilities (e.g., Data Cloud integration, Agentforce-native builds)
Partner with Salesforce ISV/OEM and ISV Success teams to accelerate the partner's next-generation product lines currently in development or ISV Assess
Partner Expansion — Build New Embeddings
Develop and execute a partnership expansion strategy across partner business units not yet embedding Salesforce — identifying and prioritizing the highest-value integration opportunities across new product lines, industry verticals, and geographies
Translate the partner's product roadmap and AI ambitions into concrete Salesforce embedding opportunities across Data Cloud, Agentforce, and Platform
Establish the partner as "Customer Zero" for net-new agentic products — co-developing joint solutions that can then be distributed via the partner to a broader industry market
Structure and negotiate new OEM/embedding agreements with partner product, legal, and commercial leadership
Agentic GTM & Distribution
Design and activate a joint GTM engine that leverages the partner's distribution reach as a scaled channel for Salesforce's industry agentic offerings
Lead the partner Center of Excellence (CoE) build-out — mobilizing Salesforce's solution engineering, product, and enablement resources to embed Salesforce autonomy into the partner's internal operations and client-facing platforms
Unlock partner data pipelines that power high-quality AI models across the joint offering
Scale the embedded model into new industry segments and geographies
Executive Alignment & Governance
Build and maintain exec-level relationships with the partner globally — Alliance Directors, Practice Heads, Product/Engineering leadership, and C-suite
Represent the partner internally as a strategic priority, coordinating across Salesforce product, ISV/OEM, industry sales, legal, finance, and marketing
Lead joint operating committees, QBRs, and executive summits; own the global Joint Business Plan (JBP)
Coordinate with Salesforce regional teams (AMER, EMEA, APAC) to ensure consistent field activation of both the run-rate OEM business and new embedding motions
What You'll Own (KPIs)
OEM consumption health across the run-rate embedded base (org growth, seat attach, add-on revenue)
New embedding pipeline and ACV across net-new partner business units
Salesforce consumption growth (3x target, anchored by partner proprietary data and distribution)
Certified practitioner and developer growth within the partner's product/engineering community
Scaled industry market capture via partner-led distribution into new verticals and geographies
Required Experience
10+ years in partnerships, alliances, or business development in enterprise SaaS or technology
Proven experience managing OEM/ISV/embedded partnerships — specifically where the end customer may not know Salesforce is the underlying technology
Strong technical fluency — able to engage credibly with product and engineering leaders on architecture, API strategy, and AI roadmaps
Track record of structuring and closing large, complex commercial agreements (OEM, white-label, platform licensing)
Experience operating globally and driving alignment across matrixed, cross-functional organizations
Bachelor's degree in either Business, Economics, Strategy or equivalent field
Preferred
Prior experience at or with a major ISV, enterprise software company, or industry platform provider
Familiarity with Salesforce's ISV/OEM licensing model, AppExchange ecosystem, and Platform architecture
Deep familiarity with at least one major industry vertical and/or complex global enterprise software ecosystems
Experience with agentic AI product commercialization or data licensing models
Background navigating both a mature run-rate embedded business and a greenfield expansion motion simultaneously
Master’s degree, MBA, or equivalent level of education