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Senior Director of Channel Partners
Salesforce
San Francisco, CA, United States
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Senior Director of Channel Partners, Salesforce.org
Salesforce.org is a nonprofit social enterprise with a mission to empower its community of stakeholders to accelerate impact in a whole new way.
Salesforce.org impacts thousands of organizations and the millions of people they serve by delivering the world's best nonprofit and educational technology solutions at affordable rates. It also inspires employee giving by matching their donations and driving volunteer engagement in the community. And it leverages a unique self-sustaining model to generously re-invest the revenue generated back into the community through strategic grants focused on education and workforce development.
The Next Generation Platform's Channel Partners team works in a fast-paced, dynamic environment, where innovative ideas and creative minds meet to drive significant market share through partner collaboration and field success . We are hiring the founding member of this team, whom has strong sales and alliance experience to help drive the Next Generation Platform's Channel Partner business at Salesforce.org.
You need to be a highly motivated team player with expertise working in a fast paced, cross-functional manner. You should have the ability to establish broad senior level relationships. You should have a proven track record delivering results and getting things done. You are smart, have strong business acumen, with the ability to make a notable impact within your first 90 days. You are able to effectively communicate and build relationships with partners, sales and executive leaders.
Key to the position is effective collaboration with multiple cross-functional stakeholders, including product development, product marketing, sales, alliances, marketing, legal, operations and SI, ISV partners. You will need to maintain a deep understanding of Salesforce.org technology offerings and articulate Salesforce.org's propositions to channel partners and corporate enterprise clients. This individual will hold the accountability for achieving and exceeding the performance targets jointly established with its partners. 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.
Key Responsibilities:
• Manage the channel partners' go to market relationship, engagement strategy and alignment at all levels of Salesforce.org.
• Create and execute Go to Market plans that include target accounts/markets, sales strategies, marketing plan, PR plan, collateral, sales playbooks, sales assets.
• Establish QBR to monitor Success Metrics and KPIs
• Provide input to target market, territory, account and opportunity plans
• Work with enablement teams to provide training and enablement for respective channel partners as appropriate
• Establish and implement processes and guidelines appropriate to exchange information.
• Coordinate with and help to set priorities for technical pre and post sales resources
• Work with sales, marketing, and alliance leaders to generate new business in existing accounts and in new markets
Qualification/Experience:
• 7+ years relevant professional experience, in business development/alliances at a high-tech company
• Must have proven success of developing large complex deals
• History of successfully developing and leading multiple strategic partnerships
• Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace
• Strategic thinker with who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives
• Excellent spoken and written communication, interpersonal, relationship building skills
• Must be a self-starter and a team player; willing to help out wherever needed
• Must be able to lead and influence a team of multi-disciplined members to contribute to the overall success
• Good knowledge of Salesforce technology and applications products/solutions, platform and SaaS
• Bachelor's Degree required
If hired, a Form I-9, Employment Eligibility Verification, must be completed at the start of employment.