Deloitte Partner Account Director, Salesforce
AMER Financial Services & Insurance
$188.6-252.2k
Salary applicable to New York and California applicants only. Certain roles may be eligible for incentive compensation, equity
More information about location
World's leading CRM provider
Job no longer available
World's leading CRM provider
1001+ employees
Job no longer available
$188.6-252.2k
Salary applicable to New York and California applicants only. Certain roles may be eligible for incentive compensation, equity
More information about location
1001+ employees
Company mission
To empower companies to connect with their customers in a whole new way.
Role
Who you are
- 5+ years in a channel sales or channel management roles focused on GSI’s like Accenture, Deloitte, PwC, IBM as well as boutique and regional SI’s. Experience working directly for a large GSI is highly desirable, Deloitte experience is preferred
- Extensive external industry network with 5-10 years of SaaS based solutions or CRM Cloud partner channel sales experience
- Proven ability to build, lead and execute strategy in a cross-functional environment
- Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen
- Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness
- Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
- Existing knowledge of existing A&C reporting and operational practices
- Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization
- Strong drive and character qualities that match with company core values and inspires others to follow and act
- Executive presence to lead and manage the most strategic global partners
- Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models
- Understanding of offering creation, marketing, lead generation and professional services organization key performance indicators
- Industry domain expertise in manufacturing, automotive, energy, retail and/or consumer goods is desirable
- Advanced degree (Masters+) or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
What the job involves
- The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Global Strategic Partners and ISV Partners
- The Deloitte AMER Partner Account Manager (PAM) FINS is responsible for helping lead this change with specific responsibility for driving the development and management of our Strategic Alliance with Deloitte in AMER covering Financial Services and Insurance (FINS) industries
- The Deloitte PAM - AMER FINS will be responsible for developing and managing our alliance with Deloitte in AMER for FINS industries, including driving the AMER alliances strategy, Go-To-Market (GTM) plan, incubating strategic account growth and big deal motion, driving key executive and regional sales alignment, and leading cross collaboration w/ AMER A&C resources on shared priorities
- The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs (sourced + influenced) initiatives, and evangelizing Salesforce’s value proposition within the partner organization and facilitating the partner’s value proposition within Salesforce and affiliated companies
- Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product GMs, Customer Success, marketing, legal, and operations
- Reporting to the Global VP of the Deloitte partnership and working with regional AMER lead to develop a joint Deloitte & Salesforce strategy, business and GTM plan that includes investments in Growth & Innovation, practice development, partner accelerated (Sourced + Influenced) revenue goals, social ventures, and development of industry & cloud-based assets/solutions
- Work with Deloitte team members to execute GTM plans in all supported/targeted AMER Operating units. Develop AMER specific practice development plans, partner accelerated (Sourced + Influenced) revenue goals, driving capacity & certification growth and delivering customer success
- Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Salesforce Operating Unit sales teams and Salesforce Industries
- Joint Solution Development & Execution - Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams and specific cloud GM teams
- Execute, manage and deliver industry pipeline and revenue tied to Deloitte’s strategies and initiatives in close alignment with internal and external stakeholders
- Drive execution in concert with regional ecosystem resources. Identify target accounts and sign off with FINS sales Operating Unit and partner leadership
- Review sales play metrics/effectiveness on a recurring basis with 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 Deloitte & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Product Development & Industry Teams, often at EVP and SVP levels in conjunction w/ AMER & Global Leads)
- Lead monthly business review cadences w/ identified Deloitte and Salesforce leadership to ensure tight alignment and adjustments to business plan, priorities and GTM motions
- Communications - Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results
- Actively expand network and relationships beyond Deloitte’s Salesforce Practices
- This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed
Our take
Salesforce is a global cloud computing company, best known for its on-demand, comprehensive customer relationship management (CRM) solutions. The company was launched to mitigate the doubts that business owners felt regarding third party companies holding their data.
By providing essential, customer-oriented CRM software, Salesforce places itself at the heart of digitised businesses. Furthermore, by building out its AI capabilities, the company removes the complexity of AI, enabling any business to deliver smarter, personalised and more predictive customer experiences.
Due to the continued innovation offered by the company, over 150,000 companies, both big and small, are growing their business with Salesforce today. Despite a tumultuous 2023 filled with activist investors, a boardroom shake-up and the unprecedented step-down of Co-CEO Bret Taylor, Salesforce continues to close several acquisition deals and managed to drive up its stock value by 96% from the end of 2022 to 2023.
Steph
Company Specialist at Welcome to the Jungle
Insights
-8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jun 2001
$46.9m
SERIES D
Nov 1999
$13.2m
SERIES C
Total funding: $64.5m
Company benefits
- With 9 standard holidays and four floating holidays, you get a total 13 paid days off each year
Company HQ
SoMa, San Francisco, CA
Leadership
Marc Benioff
(Chair & CEO)Previously Senior Vice President at Oracle Corporation for 13 years.
Parker Harris
(CTO)Previously worked as a Software Engineer for over six years. Harris also co-founded Left Coast Software.
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