Senior Principal Partner Account Manager in London

We’re Salesforce, the Customer Company, inspiring the future of business with AI + Data + CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

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.