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Director - Commercial Sales
Salesforce
Chicago, IL, United States
Job Details - this job has expired, please see similar jobs below
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes's "World's Most Innovative Company" five years in a row and one of Fortune's "100 Best Companies to Work For" eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.
Position Summary:
We are looking for a dynamic and successful professional to join our Alliances and Channels Go-To-Market (GTM) team for Commercial Sales. This person will develop, launch and support sales-driven initiatives to accelerate and scale the growth of our business with partners. This GTM Director will be responsible for driving business development, sales and marketing initiatives with SI and ISV partners in Central U.S. This role will report to the Regional Vice President Alliances GTM.
This is a key and strategic role that requires a balance of strategy with a strong roll-up your sleeves and 'get it done' mentality. Success requires the development and execution of initiatives to drive and accelerates the growth of co-sell revenue with partners.
The ideal candidate is a highly motivated team player with expertise working in a fast paced and cross-functional organization. This person has the ability to establish senior level relationships, think blue-ocean strategy and bring our level of engagement with both Sales and Partners at an all-new level. He or She has a proven track record of delivering results and getting things done. This person is known for contributing to the success of our sales teams by working closely with sales and partners on key opportunities.
We are looking for a smart individual with strong business acumen, with the ability to make a notable impact within the first 90 days. This professional is able to effectively communicate and build relationships with SI and ISV partners with one goal in mind: drive joint pipeline and revenue. You have a very good understanding of a sales cycle and with the partners you can make an impact across the entire sequence, from opportunity sourcing to closing.
Key to the position is effective collaboration with multiple cross-functional stakeholders, including Commercial Sales leadership, account executives, alliances, marketing, industry, product, operations and partners. The ideal person can develop and maintain a deep understanding of Salesforce technology and articulates Salesforce value proposition to new and growing partners. This individual will be accountable for meeting and exceeding our performance targets with SI and ISV partners in Central U.S.
Key Responsibilities:
• Manage to make an impact within the first 90 days.
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
• Develop and execute a game plan with SI and ISV partners to accelerate growth, build pipeline and secure net new revenue
• Get involve in sales cycle of key opportunities where partners can add value and increase our likelihood of success in our target accounts.
• Advise SI partners on developing their sales, marketing, and pre-sales capabilities in line with Salesforce's GTM strategy.
• Work with Sales to build and execute sales campaigns along with our marketing, product and industry teams
• Experience recruiting, developing and managing a partner base
• Ability to liaise with and motivate individuals at all levels of the partner relationship
• Politically astute, good understanding of business, and able to ascertain key decision makers
• Excellent written, verbal and communication skills
• Excellent planning and time management skills.
• Proven ability at effectively making formal and informal presentations to all levels of management
• Initiate and conduct sales readiness training events
Qualification/Experience:
• Sound business acumen skills; thrive in a fast-paced, dynamic work environment
• Sales background and experience is a great advantage
• Strategic thinker with who is able to blend consulting and strategy to develop compelling plans for new partner initiatives.
• Good knowledge of Salesforce technology and applications products/solutions, platform and SaaS
• Must be comfortable with complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques.
• Excellent spoken and written communication, interpersonal, relationship building skills
• Ability to work both independently and with a team
• Experience with creating and building differentiated relationships with partners in the SI community.
• Demonstrated ability to drive significant revenue through SI partnerships.
• 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.
Desired Skills/Experience/Assets:
• Broad-based business and technology expertise with 10+ years of consulting, channel sales, sales, or sales management experience with a track record of driving and delivering results.
• Knowledge of the Manufacturing industry is a plus
• Experience of working with SI consulting organizations in multiple cities/verticals.
• Experience working with multiple Sales teams driving and building the partner ecosystem.
• Highly motivated and independent contributor.
• High energy, enthusiasm, and passion for the business.
• Business, or Engineering Bachelor's degree (MBA degree is preferred)