Salesforce

ISV Principal Partner Account Manager

Salesforce

June 10, 2021


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Job Category
Alliances & Channels
Job Details
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas—a new technology model in cloud computing, a pay-as-you-go business model and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes World’s Most Innovative Company five years in a row and one of Fortune 100 Best Companies to Work For eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world
Department Description:
Salesforce.com provides a compelling opportunity for OEM/ISV Sales Professionals with a proven track record exceeding quota in technology sales. Our goal is to build an organization of intelligent, ambitious, OEM/ISV Account Executives committed to our vision of changing the OEM sales and software landscape. With 95% customer satisfaction, a best-in-class CRM and OEM/ISV Platform, and a fiercely loyal customer base, it’s a powerful combination for sales success. Top sales talent across the world join us for or our “change the world” mentality; the opportunity to excel in a fast-paced, performance-based, team atmosphere.
Role Description:
Due to significant growth, we are seeking a seasoned partnership sales professional for our ISV Team. The ideal candidate will have at least 6+ years experience in partnerships/business development or selling enterprise software into the Enterprise market or large Service Provider markets. The ISV Partner Account Manager is responsible for developing a designated territory and concentrating on building and fostering OEM/ISV partnerships and selling the Lightning Platform as well as our full suite of IP to partners.
Your Impact:

  • Achieve quarterly and annual revenue targets

  • Accurate forecasting and territory planning

  • Generating new revenue in existing horizontal ISVs via new ISV markets, apps, industries, use cases, etc.

  • Up-selling and leveraging business from new and established partner relationships

  • Designing, executing, and closing on technical and GTM joint value partnership campaigns

Basic Requirements:

  • Account planning and execution skills

  • Proven ability to lead and assist in business case development with partners

  • Ability to sell C-Level and across Product Development and IT

  • Strong technical and solution creation aptitude

  • Ability to sell both bundling an application and deployment of a platform

  • 6+ years of solution sales experience selling OEM, ISV or direct software or SaaS solutions or similar

  • Consistent overachievement of quota and revenue goals

  • Strong time management skills

  • Strong critical thinking and problem solving skills

  • Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.

  • Willingness to travel up to 25% of the time.

Preferred Requirements:

  • Passion and commitment for partner success

  • Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment

For Colorado-based roles: Minimum annual salary of $173,500. 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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