Partner Alliance Director - Deloitte

Company: Salesforce
Location: Atlanta
Posted on: February 25, 2021

Job Description:

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.Job CategoryAlliances & ChannelsJob DetailsThe Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners and Service Partners. Salesforce is transforming the industry and Deloitte is a top strategic partner. The Deloitte Partner Alliance Manager (PAM) is responsible for helping lead this change with responsibility for driving the development and management of our Strategic Alliance with Deloitte as part of the North America (US & Canada) Team.

EXPECTATIONS AND TASKS
The Deloitte PAM will be responsible for developing and managing our alliance with Deloitte to include Alliances Strategy and Go-To-Market (GTM) plan, leadership exec and regional sales team alignment, supporting channel organizations, and other key stakeholders and will specifically aligned to an industry or sales team as part of the Alliance Team.

The PAM's responsibility will be to develop and drive the execution of revenue-
driving programs and initiatives, and for 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, customer success and services.

MAJOR RESPONSIBILITIES INCLUDE:

• Work with named industry leaders from Deloitte to develop a joint Deloitte Salesforce Business Group strategy and GTM plan that includes investments in Practice Development, co-selling & sourcing revenue, and development of specific industry & cloud-based assets/solutions.
• Work with the AMER team members to execute GTM plans in owned/aligned market unit/industry and developing specific target Practice Development plans, driving 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 Salesforce field sales teams and Salesforce Industries.
• Joint Solution Development & Execution - Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams (focused on named verticals).
• Identify target accounts and sign off with AMER sales (CBU & EBU) and partner leadership.
• Maintain pipeline and dashboards that communicate to Leadership the effectiveness of identified programs and investments for your territory.
• Conduct regular cadence between Deloitte & Salesforce stakeholders (GTM Alliances, Sales, Co-Primes, Development, Industry Teams, etc.) within your named industry and region.
• This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.WORK EXPERIENCE
  • 10+ years in a channel sales or channel management roles focused on multiple partner types including GSI's like Deloitte, Accenture, PwC as well as boutique and regional SI's
  • Extensive external industry network with 3-5 years of SaaS based solutions and 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
  • Strong management selling and business development skills; proven ability to understand different partner GTM and Organizational models.
  • Understanding of service offering creation, marketing, lead generation and professional services organization key performance indicators.
  • Willingness to travel.
    EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
    • MS/MBA or other related advanced degree preferred.LOCATION
      • United States (SF, Chicago, NYC, Boston, Atlanta preferred)EXPECTED TRAVEL
        25% - 50%For Colorado-based roles: Minimum annual salary of $211,600. You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link: --https://www.getsalesforcebenefits.com/ Accommodations - If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form. Posting Statement At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits. Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesfore.com or Salesforce.org. Salesforce welcomes all. 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. Posted 23 Days Ago Full time JR85776 About Us Founded in 1999, Salesforce is the global leader in Customer Relationship Management (CRM). Companies of every size and industry are using Salesforce to transform their businesses, across sales, service, marketing, commerce, and more by connecting with customers in a whole new way. We harness technologies that can revolutionize companies, careers, and, hopefully, our world. Salesforce is built on a set of four core values: Trust, Customer Success, Innovation, and Equality. By making technology more accessible, we're helping create a future with greater opportunity and equality for all. This has taken our company to great heights, including being ranked by Fortune as one of the "Most Admired Companies in the World" and one of the "100 Best Companies to Work For" eleven years in a row, and named "Innovator of the Decade" and one of the "World's Most Innovative Companies" eight years in a row by Forbes. There are those who choose to work with the best and brightest. And then, there are those who want to do more than just a job. They are the ones improving lives, not only their careers. Having an impact now instead of later. Doing something that's so much bigger than themselves, an industry, and their company. We believe everyone can be a Trailblazer. Join Salesforce and discover a future of new opportunities.

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