Partner Alliance Director - Deloitte
Posted on: February 25, 2021
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
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
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
- 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
- Joint Solution Development & Execution - Commercialize industry
solutions or product extensions to leverage partner IP and vertical
expertise with Salesforce Industries teams (focused on named
- 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
- 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
- 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
- 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
- Ability to build and maintain positive working relationships
while delivering results in a highly complex, matrixed global
- 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
- Understanding of service offering creation, marketing, lead
generation and professional services organization key performance
- 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
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.
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