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Job Category
Sales
Job Details
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Overview of the Role: The Ecosystem Development Manager (Sr. Director) will be responsible for developing and driving the execution of a comprehensive partner success strategy across the North EMEA Region ecosystem, focusing on regional sales objectives and partner ecosystem development. Success is achieved through leading a team of Partner Success Directors and Focus Partner Sales Managers to execute strategic plans with Sales leadership while fostering an inclusive environment where partners master segment-specific and Industry market trends and effectively articulate Salesforce solutions. This leader will define and manage a set of initiatives focused on developing business into the ecosystem around the most strategic business areas for Salesforce and, in addition to that, will set a plan to ensure that the ecosystem is ready to deliver customer value and drive partner-led growth.
Key Responsibilities:
- Work with Sales leadership to develop joint partner strategies aligned with revenue, industry, and regional objectives
- Lead and develop a team of Partner Success Directors and Focus Partner Sales Managers to achieve territory goals
- Drive execution of partner GTM plans and sales plays across assigned partners
- Review partner performance metrics and effectiveness with stakeholders
- Maintain comprehensive dashboard reporting for executive leadership
- Ensure effective internal & external communication of ecosystem strategy
- Coordinate partner enablement and go-to-market activities
- Architect Regional Enablement Strategy: Define the vision for partner readiness across North EMEA; orchestrating high-impact certification frameworks and enablement architectures that ensure the ecosystem can deliver customer success across Salesforce’s entire multi-cloud portfolio at scale.
- Architect Scalable Ecosystem Governance & Risk Mitigation: Design and lead a standardized regional framework in partnership with Global Red Account and Customer Success leadership; institutionalizing automated early-warning systems and predictive triggers to neutralize delivery risks during the presales cycle, ensuring customer success is engineered into the ecosystem at scale across North EMEA.
- Operationalize Attrition Prevention: Serve as the executive champion for ecosystem-led retention; leveraging deep partner insights and lifecycle data to influence go-to-market strategies that mitigate long-term attrition and protect recurring revenue.
- Engineer Integrated GTM Engines: Orchestrate the regional Go-to-Market strategy by aligning strategic partners with industry-specific sales plays, ensuring ecosystem activities are direct force-multipliers for North EMEA revenue and market share objectives.
- Strategize Regional Growth Alliances: Partner with Sales and Channel leadership to architect multi-year joint account planning frameworks, identifying and unlocking untapped high-value growth opportunities through sophisticated ecosystem mapping.
- Cultivate an Inclusive Leadership Culture: Build and mentor a high-performing regional organization; institutionalizing a culture of accountability and excellence while championing diversity, inclusion, and professional development across the ecosystem team.
- This is not intended to be an exhaustive list of duties or responsibilities; other duties may be assigned as needed
Required Qualifications:
- 10+ years' experience in ecosystem sales or partner management roles
- Proven track record managing partner-focused teams, experience developing and executing partner GTM strategies
- Experience with multiple partner types (GSIs, Agencies, Regional Partners)
- Strong executive presence and stakeholder management skills
- Demonstrated ability to drive revenue through partner relationships
- Strong analytical and organizational capabilities
- Deep understanding of SaaS/Cloud partner ecosystems
- Ability to operate effectively in complex, matrix organizations
- Strong tolerance for ambiguity in fast-paced environments
- Bachelor's degree required or equivalent
- Advanced degree (MS/MBA) preferred but not critical
- Fluent in English (written and spoken)
Unleash Your Potential
When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.
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