Partner Business Manager, Indonesia

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. 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.

The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners, System Integrator Partners, and ISV Partners. Salesforce works closely with our ecosystem partners to create and deliver assets to drive customer success for specific industries/territories.

The Partner Business Manager (PBM) is responsible for driving the strategic development of our sales engagement with Partners within industries/territories.

The Role

The PBM will be responsible for developing and managing our end-to-end partner strategy for the Enterprise and Commercial Business segment in Indonesia. This includes developing the Alliances Strategy and Go-To-Market plan, sales team alignment, supporting channel organizations (such as partner marketing and partner enablement), and other key stakeholders.

The PBM’s responsibility will be to be an advisor to our sales teams on existing partner industry and capability and future needs. They will drive the execution of revenue-generating programs and initiatives with partners for the territory. The PBM will be responsible for evangelizing Salesforce’s value proposition to partners and facilitating the partner ecosystems’ value proposition within Salesforce and affiliated companies. Key to the position is developing a deep understanding of our ecosystem for effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.

This is a key strategic role that requires a balance of strategy with a strong roll-up your sleeves and ‘get it done’ mentality. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem across all segments of our business.

You are a highly motivated team player who loves a fast-paced, cross-functional environment. You have the ability to establish broad senior-level relationships. You have a proven track record of delivering results and getting things done. You are smart, have strong business acumen, multitask, with the ability to make a notable impact within your first 90 days at Salesforce. You are able to effectively communicate and build relationships with SI, ISV partners, and executive leaders in the partner ecosystem.

Key Responsibilities:

1. Work with market sales leaders to develop a strategy and plan to deliver ongoing customer success with our partner ecosystem.
2. Take partner sales plays, offerings, and industry assets/solutions and align with our Salesforce teams (Partner Success Team, Sales, Account Executives, Industry Teams, Mulesoft, Tableau, etc.).
3. Drive a partner marketing plan aligned with the needs of the business and ecosystem objectives.
4. Manage and deliver sourced pipeline and build a plan for ACV growth tied to the territory’s strategies and initiatives in close alignment with internal stakeholders and partners.
5. Identify target accounts and white space plans with sales and partner leadership to drive execution and governance.
6. Conduct regular cadence between the Partner & Salesforce stakeholders and adjust strategies.
7. Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.
8. Understand the breadth and depth of the partner ecosystem and develop a plan to recruit partners.
9. Identify partner enablement needs within the territory and align with internal resources to build out a plan.

Qualifications/Experience:

1. Extensive external sales experience across a variety of industries, with experience in Cloud SaaS based solutions.
2. Strong executive selling and business development skills; proven ability to understand different partner GTM models.
3. A proven track record in CXO engagement and interaction.
4. Proven ability to build, lead and execute strategy in a cross-functional environment.
5. Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and have a substantial impact on investments and program effectiveness.
6. Demonstrable proof of producing measurable results of influenced revenue or growing a business.
7. Strong drive, excellent communication skills, and character qualities that match with company core values and inspire others to follow and act.
8. Demonstrated experience in alliance or channel management roles.
9. Fluent Bahasa speaking skills is essential.