Salesforce

ISV GTM Partner Account Manager

Salesforce

June 11, 2021

Utah, US


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Job Category
Alliances & Channels
Job Details
We are ISV advocate champions on a mission to make our partners relevant across the Salesforce organization by inspiring our field teams to skill up on partner solutions with the goal of driving net new opportunities for our partners. We are the offensive coordinators who draw up sales engagement plays that are bold, fun, motivating, engaging, and result in customer acquisition at scale.
As a GTM Partner Account Manager, you’ll be on a path to achieve your goals, refine your skillset, and grow your career in our industry-leading ecosystem. The ISV Sales organization is committed to the vision of enabling partners to “build great businesses” as evidenced by AppExchange partners such as Veeva, Ncino, and DocuSign who were early AppExchange adopters now market caps in the billions of dollars.
We provide ISV Partners with the leading cloud platform, enterprise app marketplace, and distribution channel to reach a growing base of successful customers. This role has worldwide revenue responsibility and requires a deep understanding of the Salesforce 360 portfolio, and how Salesforce sells across all customer segments, industries, and geographies. Relationships managed in this role are with industry-leading SaaS companies that operate at a significant scale of existing revenue. You will be managing our most strategic ISV relationships.
Responsibilities:

  • Achieve quarterly and annual royalty bookings targets by growing joint partner business on a worldwide basis

  • Lead and drive shared opportunities with longstanding, top strategic partners across all customer segments, industries, and geographies

  • Generate new revenue opportunities with existing strategic partners via new joint customer pursuits

  • Diligently manage opportunities with Salesforce sales teams and be the go-to expert for our Partners’ business and solutions

  • Work cross-functionally across Marketing, Enablement, and Sales teams of both Salesforce and partner

  • Manage and report business through accurate forecasting, stakeholder updates, and quarterly business reviews

  • Quarterback customer deals with integrated account teams and technical leads

  • Develop, manage, and track quarterly GTM campaigns focused on driving lead-generation for strategic partners

Required Experience/Skills:

  • Demonstrable track record exceeding a revenue-based quota of significant scale in past positions

  • Top-tier account planning, sales execution, and territory management with industry-leading SaaS companies

  • Demonstrated experience managing customer opportunities within complex account teams, navigating partnerships between sales organizations, and managing channel conflict

  • Must be able to demonstrate and provide specific examples of C-level presentation and buy-in

  • Strong business and technical aptitude for the Salesforce platform, APIs, and relevant external services

  • Demonstrated knowledge or experience in one or more of the following industries: Life Sciences, Healthcare, Manufacturing/Supply Chain

Desired Experience/Skills:

  • 6+ years of solution sales experience and/or OEM, ISV Sales for SaaS platforms/solutions

  • Ability to articulate a clear, concise customer value to internal and customer stakeholders

  • Sales methodology training and high app rigor within Salesforce Sales Cloud

  • Strong customer or partner references from SaaS industry leaders

  • Ability to inspire SaaS industry executive leaders and customer decision-makers

  • Entrepreneurial mindset with the ability to create engaging campaigns that drive awareness and net new opportunities

For Colorado-based roles: Minimum annual salary of $165,800. 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/
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