Salesforce Alliance Manager
Our client designs, deploys, integrates and supports Salesforce applications. Our client has been an active Salesforce Partner since 2001 and we are proud to brag about being the first certified Salesforce.com Partner in the region. Obsessed with alignment and agility, we help clients realize value quickly by getting internal stakeholders on the same page, quickly pinpointing where to start and implementing CRM with minimal disruption to the business.
The Salesforce Alliance Manager role is integral to client’s successful engagement with key Salesforce influencers. It proactively reaches out to relevant Salesforce contacts to increase awareness and usage of client as a highly valued Salesforce Gold Partner.
This role reports to Marketing leader. It works closely with Sales, Marketing, Practice Leads and Leadership. This position currently does not have any direct reports.
Build Relationship w/ Salesforce - Manage and elevate client’s relationship with Salesforce. Drive awareness of our brand, our capabilities and our fit for key projects. Position us as the go-to partner for our focus geographies, Salesforce products & industries.
ID key Salesforce stakeholders aligned with our focus areas. Create, develop, and manage relationships. Define cadence of proactive outreach—personally and organizationally-to educate on client capabilities and how we can add value to Salesforce. Plan and facilitate meetings and market strategies with Salesforce sales team. Drive client brand awareness via networking and personal connections within Salesforce ecosystem
Formalize and drive continuous improvement of alliance-related business development processes.
Increase Salesforce Generated Leads/Revenue - generate net-new Sales revenue through Salesforce. Drive leads from Salesforce to client and build pipeline. Proactively develop and lead sales opportunities through creating long-term relationships with Salesforce sales organization.
Partner with Marketing:
Work with the marketing organization to execute co-marketing activities that drive pipeline growth
Develop, enhance and build client’s awareness and usage among Salesforce influencers
Help craft our top-level message to Salesforce and determine what client wants to be known for. Help to define our solutions in a way that resonates to appropriate audiences (Salesforce AEs, potential clients, etc.)
Publish Monthly 'Key Wins' and success stories newsletter to our AEs, create success stories and post to the 62 org to ensure high visibility of our work
Develop/Update/Post content: case studies, videos, demos, AppExchange profile etc
SF Briefings - Publish SF Briefings (quarterly) that can be incorporated into client success meetings to increase awareness of notable events and strategies occurring within the SF partnership.
Events – provide recommendations on Salesforce events in which client should participate and whether we should speak, own or host a booth or table. Develop plan for maximizing impact of client attendees at Dreamforce.
Maximize Partner Value Score - Ensure client preserves its Gold Partner status with Salesforce:
Responsible for Partner Value Score (PVS) monitoring/reporting
Maximize credit for sourced and joint ACV
Collaborate with Delivery, Sales and Marketing to ensure client maximizes points associated with certifications, Trailhead, CSAT and more.
Additional - Maintain effective relationships internally - Marketing, Operations, Project Delivery Services and leadership - to align all stakeholder interests and drive activity
Bachelor's degree in Business or related field
3+ years of Channel and/or Alliance creation, development and management experience. Have a point of view on how to grow and develop 3rd party relationships.
Knowledge and experience working in the Salesforce ecosystem. Strong understanding of the Salesforce brand, products and capabilities.
Significant experience building and developing core relationships within various Salesforce channels and have experience building alliances.
Prior experience selling in a professional selling environment and experience with Salesforce
Experience in business process consulting and technical implementations
Strong verbal, written and interpersonal communication skills and the ability to communicate effectively with individuals at all levels of the organization. Experience preparing and delivering presentations to C-level executives and managing objections in real-time.
Ability to establish and maintain effective working relationships with coworkers and clients.
Ability to work independently-must be self-motivated
Demonstrate a high degree of personal and professional integrity
Ability to maintain a high level of productivity in a fast-paced, team environment while managing multiple competing priorities
Able to travel up to 15% of the time.
Reasons to Apply:
Our client offers their employees a competitive salary and attractive benefits here are just a couple.
Generous health benefits along with other company sponsored benefits.
Our client also offers a generous paid time off policy along with Paid Holidays.
What's more, they are committed to developing our employees to meet their full potential through on-the-job training.