Head of A&C Central

Job Category: Sales

About Salesforce

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. 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 is one of the fastest growing IT companies ever, and in order to continue our growth in Central, we are looking for a person to lead Central as an Alliances & Channels Country Leader.

This role aligns and supports our local Sales Leaders with partner sales, engagement, and selection, as well as demand generation in order to reach our targets. Partner sales is a strong focus for this role, and you will work with and be accountable for the entire ecosystem of consulting partners in Central.

The ideal candidate leads by influence, is sales-driven, and has experience in sales, the industry, and potentially also in consulting and/or marketing departments. The candidate will develop and drive the execution of revenue-driving programs and initiatives, evangelizing SFDC’s value proposition within the partner organization and facilitating the partner’s value proposition within SFDC and affiliated companies.

The Central Alliances & Channels Country Leader will work closely with local stakeholders as well as Partner Account Managers teams in EMEA and Channel specialist teams, with a responsibility to secure that the ecosystem is as strong as possible to support Salesforce innovation and growth. The successful candidate will have an innovator's mindset, with a strong aptitude for understanding the big picture and translating it into tactical action. A strong sales mindset must be supported by an ability to operationally support our sales leaders, have skills to do country and territory planning, partner business plans, partner marketing plans, and drive strategic partnerships.

RESPONSIBILITIES:

• Lead Alliances & Channels in Central
• Support Sales Country Leader and sales teams in strategic and operational sales
• Secure the health and capability of the Partner Ecosystem in Central
• Define Alliances Strategy and Go-To-Market (GTM) plan
• Take key partners sales plays, services offering, and solutions to defined market units for local partner execution and engagement within Salesforce Industries and field sales teams.
• Cross-functional collaboration with Alliances leaders across Alliances & Channels EMEA organization
• Joint Solution Development & Execution - Commercialize vertical solutions or product extensions to leverage Key Partners IP and vertical expertise with Salesforce Industries teams.
• Collaborate with all relevant stakeholders, such as sales leadership, corporate and partner marketing, industry and enablement teams, etc. to ensure our partners are skilled and able to drive sales and customer success
• Drive execution in concert with regional/country ecosystem resources. Identify target accounts and sign off with regional sales and Key Partners leaderships.
• Review sales play metrics/effectiveness on a recurring basis with Key Partners, Partner Sales team, Sales Regions & Business Development teams.
• Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.
• Conduct regular cadence between Key Partners & SFDC stakeholders (Sales, Partner Sales, Industry Teams, etc.)
• Ensure effective and timely internal & external communication and coordination of SFDC’s ecosystem strategy & execution results.
• Build Country and business plans with our key partners and hold them accountable for reaching the goals we have set up
• Drive & lead relevant community activities for partners
• Forecasting

TARGET SKILLS / EXPERIENCE:

• 12+ years in channel sales or channel management roles focused on multiple partner types including GSI’s
• Extensive external industry network with 3-5 years of SaaS-based solutions and CRM Cloud partner channel sales experience
• Strong Sales background. Sales management experience.
• Experience from matrix organizations with several partners in an international environment.
• Vast experience and/or understanding of how consulting companies work and what drives them forward.
• Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and have substantial impact on investments and program effectiveness.
• Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
• Strong presentation skills, especially related to building compelling and influential presentations
• Excellent written and verbal communications skills.
• Valuable work experience focused on scaling operations and/or logical reasoning
• Self-starter motivated to go above and beyond the task at hand and succeed in a collaborative, fast-paced environment
• Fluency in both English and German