Partner Account Director

Overview

Salesforce, the Customer Success Platform and world\'s #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World’s Most Innovative Company according to Forbes, and one of Fortune’s 100 Best Companies to Work for six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who flourish with delivering success for our customers while also finding time to give back through our 1/1/1 model, which uses 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win.

Join us We are seeking a highly motivated Partner Account Director to join our Alliances & Channels team. Your role will be to craft, launch and support a plan to accelerate and scale the growth of our business with G/SI partners in the ASEAN region. With a balance of strategy and roll up your sleeves Get It Done attitude, you will play a key role in developing the core strategy for our G/SI partner ecosystem.

Able to establish broad senior level relationships, you have a consistent record of delivering results. You are inquisitive, have a strong eye for business, and will make a notable impact within your first 90 days at Salesforce. You are an effective communicator and build relationships with SI, ISV partners and executive leaders with credibility & ease. Working with sales, alliances, marketing, legal, operations and partners, you will develop a deep understanding of Salesforce technology. This will allow you to articulate Salesforce propositions to new and growing partners. You are accountable for achieving and exceeding performance targets jointly established with GSI and SI partners in the region.

Key Responsibilities:

• Assess gaps and prioritize development/investment based on yield analysis. Cover all facets of partner development, including: identification of partner segments, relationship definition, launch activities, partner competency requirements and certification, partner economic value proposition, incentives, and benefits
• Execute our GSI Partner Sales strategy in ASEAN
• Provide consistent partner management to ensure GSI\'s are developing their sales, pre-sales and delivery capabilities in line with our strategy
• Recruiting, developing and running a partner base
• Generate new business in existing accounts and in new markets, as well as ensuring our partners assist in delivering successful CRM and Platform projects in a defined territory or region

Qualification/Experience:

• Sound business acumen skills; thrive in a fast-paced, dynamic work environment with consulting, management or business development/sales
• Experience of working with G/SI consulting organizations in multiple cities/verticals
• Demonstrated ability working with multiple Sales teams driving and building the partner ecosystem
• Strategic thinker who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives
• History of successfully developing and leading multiple strategic partnerships
• Good knowledge of technology, applications products/solutions, platform and SaaS
• Must be comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques
• Create and build differentiated relationships with partners in the SI community
• Success in driving significant revenue through SI partnerships
• Experience as an Alliance manager influencing and building bench strength in business focused SI organizations
• Comfortable working with multiple internal teams, from individual contributors to senior executives, as well as building/maintaining relationships with clients, partners, etc.
• Track record of exceeding sales quota
• Willing and able to travel