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Partner Alliance Manager - PWC (AMER) at Salesforce.com

Posted in Management 30+ days ago.

Location: Indianapolis, Indiana





Job Description:

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 Category

Alliances & Channels

Job Details


The Worldwide Alliances and Channels organization at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners and Service Partners. Salesforce is transforming the industry and PwC is one of our top tier partners. The PwC Partner Alliance Manager (PAM) is responsible for helping lead this change with responsibility for driving the development and management of our Strategic Alliance with PwC in North America (US & Canada).

EXPECTATIONS AND TASKS
The PwC PAM will be responsible for developing and managing our alliance with PwC to include alliances strategy and go-to-market (GTM) plan, regional sales team alignment, supporting channel organizations, and alignment with other key stakeholders. The PAM's responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and for evangelizing Salesforce's value proposition within PwC and facilitating PwC's value proposition within Salesforce and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.

MAJOR RESPONSIBILITIES INCLUDE:


  • Work with AMER and global leaders from PwC to develop a joint PwC strategy and GTM plan that includes investments in practice development, pipeline creation, co-selling revenue, and development of Industry & cloud-based assets/solutions.


  • Work with Worldwide Alliance and Channels team members to execute GTM plans in AMER and develop industry specific practice development plans, driving certification growth and delivering customer success.


  • Take PwC sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with Salesforce field sales and Industry teams.


  • Joint solution development & execution: Commercialize Industry solutions or product extensions to leverage PwC IP and vertical expertise with Salesforce Industries teams.


  • Execute, manage and deliver regional (AMER) pipeline and revenue tied to PwC's strategies and initiatives in close alignment with internal and external stakeholders.


  • Drive execution in concert with regional/AMER ecosystem resources.


  • Identify target accounts and sign off with AMER sales and PwC leadership.


  • Review sales play metrics/effectiveness on recurring basis with PwC, GTM team, Sales and Business Development teams.


  • Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.


  • Conduct regular cadence between PwC and Salesforce stakeholders (Partner Sales, Sales, Cloud Sales, Development, Industry Teams, etc.)


  • Communications: Ensure effective and timely internal & external communication and coordination of Salesforce's ecosystem strategy & execution results.


  • This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.



WORK EXPERIENCE


  • 10+ years in a channel sales or channel management role focused on multiple partner types including GSI's like PwC, Accenture, Deloitte 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 cross-functional environment


  • 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 integrators


  • Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization


  • Strong drive and character qualities that match with company core values and inspires others to follow and act


  • Executive presence to lead and manage the most strategic global partners


  • Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models


  • Understanding of service offering creation, marketing, lead generation and professional services organization key performance indicators


  • Willingness to travel and experienced in global markets, customs and individual country business protocols and dynamics


EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • MS/MBA or other related advanced degree preferred.

LOCATION
United States (any location)

EXPECTED TRAVEL
25% - 50%

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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