ISV Principal Partner Account Manager, Salesforce

• 10+ years in partnerships, alliances, or business development in enterprise SaaS or technology
• Proven experience managing OEM/ISV/embedded partnerships — specifically where the end customer may not know Salesforce is the underlying technology
• Strong technical fluency — able to engage credibly with product and engineering leaders on architecture, API strategy, and AI roadmaps
• Track record of structuring and closing large, complex commercial agreements (OEM, white-label, platform licensing)
• Experience operating globally and driving alignment across matrixed, cross-functional organizations
• Bachelor's degree in either Business, Economics, Strategy or equivalent field

Desirable

• Salesforce is deepening its strategic partnership with a named Tier 1 Independent Software Vendor (ISV) to build the next generation of AI-driven, industry-specific enterprise solutions
• This role will own the full breadth of the partner relationship globally: stewarding the existing embedded run-rate business (a mature product built natively on Salesforce and deployed at scale across the partner's end-customer base), while pioneering new Salesforce embeddings across the wider partner enterprise — unlocking net-new business units, product lines, and industry segments not yet engaged
• This is a high-impact, highly visible role at the intersection of embedded product partnerships, commercial strategy, and Salesforce's industry growth agenda
• Grow the run-rate embedded OEM business (consumption, renewals, expansion)
• Drive net-new embedded offering pipeline across untapped partner business units and product lines
• Scale Salesforce consumption growth anchored by partner proprietary data and distribution
• Drive industry market capture via partner-led go-to-market
• Legacy Embedded Business — Protect & Grow
• Own the OEM/ISV relationship for the partner's core embedded product — a platform built natively on Salesforce and deployed at scale across the partner's end-customer base
• Manage the commercial health of the OEM agreement: renewal, consumption tracking (platform licenses, org provisioning, add-ons), and expansion across the partner's customer base
• Work with the partner's product and engineering teams to ensure the embedded architecture stays current — driving migration off legacy APIs toward modern Salesforce Platform capabilities (e.g., Data Cloud integration, Agentforce-native builds)
• Partner with Salesforce ISV/OEM and ISV Success teams to accelerate the partner's next-generation product lines currently in development or ISV Assess
• Partner Expansion — Build New Embeddings
• Develop and execute a partnership expansion strategy across partner business units not yet embedding Salesforce — identifying and prioritizing the highest-value integration opportunities across new product lines, industry verticals, and geographies
• Translate the partner's product roadmap and AI ambitions into concrete Salesforce embedding opportunities across Data Cloud, Agentforce, and Platform
• Establish the partner as "Customer Zero" for net-new agentic products — co-developing joint solutions that can then be distributed via the partner to a broader industry market
• Structure and negotiate new OEM/embedding agreements with partner product, legal, and commercial leadership
• Agentic GTM & Distribution
• Design and activate a joint GTM engine that leverages the partner's distribution reach as a scaled channel for Salesforce's industry agentic offerings
• Lead the partner Center of Excellence (CoE) build-out — mobilizing Salesforce's solution engineering, product, and enablement resources to embed Salesforce autonomy into the partner's internal operations and client-facing platforms
• Unlock partner data pipelines that power high-quality AI models across the joint offering
• Scale the embedded model into new industry segments and geographies
• Executive Alignment & Governance
• Build and maintain exec-level relationships with the partner globally — Alliance Directors, Practice Heads, Product/Engineering leadership, and C-suite
• Represent the partner internally as a strategic priority, coordinating across Salesforce product, ISV/OEM, industry sales, legal, finance, and marketing
• Lead joint operating committees, QBRs, and executive summits; own the global Joint Business Plan (JBP)
• Coordinate with Salesforce regional teams (AMER, EMEA, APAC) to ensure consistent field activation of both the run-rate OEM business and new embedding motions
• What You'll Own (KPIs)
• OEM consumption health across the run-rate embedded base (org growth, seat attach, add-on revenue)
• New embedding pipeline and ACV across net-new partner business units
• Salesforce consumption growth (3x target, anchored by partner proprietary data and distribution)
• Certified practitioner and developer growth within the partner's product/engineering community
• Scaled industry market capture via partner-led distribution into new verticals and geographies