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Job Category
Sales
Job Details
About Salesforce
Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.
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Salesforce seeks an ISV PAM with the ambition, experience, and agility to manage some of our highest revenue-generating ISV partnerships in EMEA. This role is crucial for nurturing and growing relationships with key ISV partners, driving go-to-market strategies, and meeting or exceeding revenue goals.
As the "General Manager" (GM) for their territory, the ISV PAM will be responsible for : Direct Relationship Management: Building and maintaining strong, executive-level relationships with named ISV partners. Go-to-Market Execution: Collaborating with partners to develop and execute effective go-to-market strategies that align with both Salesforce and partner objectives. **Revenue Targets: **Meeting or exceeding quarterly and annual revenue targets through effective partner management and strategy execution. Territory Strategy: Develop a comprehensive strategy for the territory that takes into account partner strengths, market opportunities, and Salesforce objectives. Cross-Functional Collaboration: Working with various internal teams such as Product, Sales, Marketing, Enablement, Legal, and Operations to align efforts and drive partner success. Business Acumen: Utilizing a broad understanding of business to navigate complex partner dynamics and market challenges. **Ambiguity Management: **Comfortably working in situations that may be ambiguous or fluid, and making decisions that drive partner and Salesforce success. This high-visibility role at Salesforce requires an ambitious and experienced individual to manage key partnerships and drive revenue growth. The candidate will strategize across territories, collaborate with partners and internal teams, and navigate through ambiguity to meet business objectives
DEPARTMENT DESCRIPTION: The Salesforce Global Technology Partnerships team establishes, grows, and executes ISV partnerships for Salesforce globally. Our partnerships drive revenue, increase customer success, deliver innovative solutions on the Salesforce platform, and differentiate our company**.** We strive to build an organization of intelligent, trusted seasoned partnership sales professionals committed to our vision of changing the ISV sales and software landscape. Our team values trust, persistence, high standards, and curiosity
Your Impact:
- Achieve quarterly and annual revenue targets
- Accurate forecasting and territory planning
- Generating new revenue in existing ISV Partners 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
- Structuring the next generation of OEM/ISV partnerships within your territory
- Deliver new innovative solutions/applications built on the Salesforce platform within your territory
- Sell the Salesforce Lightning Platform and its full suite of IP to partners
DESIRED SKILLS:
- Business acumen and a proactive “get it done” attitude
- Account planning (including GoToMarket planning) and execution skills
- Proven ability to conduct and assist in business case development with partners
- Ability to partner with senior leadership teams
- Ability to sell both bundling an application and deployment of a platform
- 8+ 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
- 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
- Willingness to travel up to 50% of the time
*LI-Y
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.
Accommodations
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We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants are welcome to opt-in to the interview scheme as part of the application process. If you would like to apply under the scheme, please click the link to the Accommodations Request Form above and scroll to the UK Disability Confident Scheme section within the form.
Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.