The RoleThis is a founding motion role—the first of its kind in the Independent Software Vendor (ISV) partner channel at Salesforce. In this role, you will design, negotiate, and close a new class of strategic deal: multi-year, full-platform Enterprise License Agreements (ELAs). Your mission is to consolidate complex partner and end-customer software spend into a single, structured commitment.You will act as the commercial architect and deal quarterback, working alongside Partner Account Managers to own the commercial structure, pricing strategy, and cross-functional execution from inception to signature.

Why This Role ExistsWhile traditional partner teams focus on immediate, Year-1 contract value, this strategic role bridges the gap between initial signing and long-term partnership success. You are fully incentivized to architect and win high-impact, multi-year agreements. Once closed, you will seamlessly transition accounts to our dedicated Partner Success team, who ensures long-term adoption, consumption, and renewal performance.

What You'll Do
Deal Architecture & Commercial Strategy

• Own the Commercial Structure: Design and customize multi-year enterprise agreements based on partner market size, customer footprint, and product maturity.
• Co-Create Pricing Frameworks: Design complex pricing models (e.g., consumption-based vs. seat-based, pilot-to-production ramp structures, and platform access tiers).
• Navigate Governance: Author the business cases and deal models required to clear internal Deal Desk, Revenue Recognition, and Legal reviews for highly customized structures.

Pipeline Generation & Qualification

• Drive Account Sourcing: Act as a true hunter, converting install-base data, partner business reviews, and platform usage signals into structured enterprise opportunities.
• Run Strategic Upgrades: Identify top-tier partners currently on pay-as-you-go contracts and transition them into high-value, predictable enterprise commitments.
• Pipeline Visibility: Build and maintain a robust, validated 6-month rolling deal pipeline.

Cross-Functional Execution

• Orchestrate Internal Resources: Act as the connective tissue between the partner, end-customers, product management, and internal sales leadership to keep complex deals moving forward.
• Cross-Cloud Alignment: Lead collaboration across multiple product lines, ensuring deals span core CRM, Data Cloud, and AI/Agentic platforms seamlessly.
• Executive Visibility: Represent strategic deals in internal executive reviews and sales leadership updates.

Onboarding & Partnership Handoff

• Structured Transitions: Define the post-sale activation roadmap jointly with Partner Account Managers and Customer Success Leads before a deal closes.
• Anchor Consumption: Identify key customer use cases (such as AI or automation deployments) to secure immediate, near-term platform adoption.
• Clean Hand-offs: Participate in the 30-day post-close partner kickoff, exiting cleanly once the Customer Success team is fully engaged and executing.

Playbook & Scale Building

• Create the Blueprint: Document deal structures, objection handling, and commercial frameworks to establish a repeatable model that allows us to scale this program globally.
• Feedback Loop: Feed market intelligence—including what's working, competitive roadblocks, and product requirements—directly back to leadership and product engineering teams.

What We're Looking For
The Non-Negotiable's:

• 7–12 years of enterprise SaaS sales experience with a proven track record of closing complex, multi-year Enterprise License Agreements (ELAs).
• Commercial Acumen: Demonstrated ability to creatively architect commercial structures from scratch, rather than just selling pre-packaged products.
• Comfort operating in an entrepreneurial, ambiguous environment—you enjoy building the playbook while executing it.
• Strong internal navigation skills; you know how to move complex deals through Revenue Recognition, Legal, and Finance without losing momentum.
• Sufficient technical depth to discuss platform architecture, AI agents, and data strategy with an ISV’s engineering and product leaders.

What Separates the Right Candidate:

• Prior experience selling to or through ISV/OEM partners, rather than exclusively selling direct enterprise accounts.
• Deep familiarity with consumption-based commercial models (e.g., credit systems, drawdowns, and ramp structures).
• The ability to be a credible, peer-level counterpart to a partner's CEO, CFO, or Chief Product Officer during high-stakes negotiations.