Alliances - Partner Account Senior Manager

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The Role

The Partner Business Manager (PBM) for the ASEAN market is a strategic, hands-on role responsible for recruiting and building a robust ecosystem of new System Integrator (SI) and reseller partners. This is not a traditional Alliances role; it's a long-term position focused on identifying, recruiting, and developing strategic alliances with SIs and resellers who can become long-term, high-value partners for Salesforce.

You'll be the strategic architect for our partner ecosystem, with a strong emphasis on net-new partner acquisition and activating them. Your primary responsibility will be to identify, qualify, and bring new SIs and resellers into the Salesforce fold. You'll then be responsible for nurturing those relationships, enabling them to build a successful Salesforce practice, and driving joint business development to generate a robust pipeline and revenue. Your success will be measured by the revenue and pipeline you generate through the enablement of your partners.

This role 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 on 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 & reseller partners and executive leaders in the partner ecosystem.

Key Responsibilities:

• Strategic Partner Recruitment & Development
• Proactively identify, target, and recruit new System Integrator (SI) and reseller partners in the ASEAN market who have the potential to grow a dedicated Salesforce practice.
• Develop and execute a strategic partner plan focused on the net-new acquisition of SIs, outlining target industries, solution areas, and key markets.
• Build and nurture long-term strategic relationships with key stakeholders within newly recruited SIs, from practice leads to C-level executives.
• Business Development & Pipe Generation
• Drive joint business development initiatives and co-sell motions with partners to generate a robust and qualified pipeline of new business opportunities.
• Facilitate joint account mapping, planning, and opportunity management sessions to maximize partner-driven revenue.
• Partner Enablement & Evangelism
• Work closely with the partner’s sales and technical teams to ensure they are fully enabled and motivated to sell and implement Salesforce solutions.
• Act as a trusted advisor to partners on how to build a successful Salesforce practice and accelerate their growth.
• Cross-Functional Collaboration
• Serve as the primary liaison between your partners and the internal in country Partner Business Management team as well as marketing, legal, and solution engineering teams.
• Ensure seamless coordination and support for partners, helping them navigate internal processes and leverage resources effectively.

Required Skills and Qualifications:

• Experience in channel sales, partner management, or alliance development within the enterprise software industry.
• Proven track record of consistently meeting or exceeding revenue targets by driving business through partners.
• Demonstrated experience in recruiting and onboarding new partners, particularly System Integrators (SIs), and building long-term strategic relationships.
• Strong understanding of the channel landscape in ASEAN, including major GSIs, regional consulting firms, and resellers.
• Excellent relationship-building skills with the ability to influence and negotiate at all levels, including with C-level executives within partner organizations.
• Fluent in English, with strong written and verbal communication skills. Proficiency in other ASEAN languages (e.g., Bahasa Indonesia, Tagalog, Thai, Vietnamese) is highly desirable to engage with local partners effectively.
• Ability to work independently in a fast-paced, high-energy environment with a high degree of accountability.

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