Enterprise Account Executive - Partner Cloud

Salesforce PRM+ (includes PRM, Partner Tracks, Unified Incentives, Account Planning, etc.)

Salesforce Channel Revenue Management (ChRM)

Related Cloud offerings as part of the Customer 360 platform where applicable

Developing key customer stakeholder relationships and drive customer satisfaction at assigned accounts, specifically focusing on their channel sales and partner strategies

Developing and drive the overall long-term strategy for the account, aligned to customer business objectives related to channel revenue optimization, partner engagement, and profitability

Coordinating internal Salesforce resources, such as specialists in channel revenue management, to meet customer business needs.

Performing account planning at assigned accounts, coordinating with Prime and Cloud sales resources to ensure strategic alignment on channel initiatives

Sharing the Salesforce value proposition for channel revenue management solutions, highlighting benefits such as streamlining the entire partner lifecycle, driving ecosystem growth, maximizing profitability, simplifying partner workflows with automation, speeding up real-time collaboration, improving partner productivity, gaining end-to-end visibility into channel inventory, incentives, and pricing, and maximizing profits through automated rebate management

Addressing customer pain points such as inefficient partner strategy, difficulty retaining partners, lead routing issues, poor data quality affecting partner deals, challenges communicating with partners, complex tech stacks for channel management, difficulty engaging partners effectively, and excessive manual administrative work

Driving growth within existing assigned accounts by identifying opportunities to expand the use of PRM, PRM+, and ChRM solutions.

Leveraging AI features within the platform to demonstrate value, such as lead scoring and pipeline inspection for partners

Positioning Partner Tracks as an add-on to existing PRM customers to optimize partner enablement, develop and expand partners, and improve revenue per channel

6+ years of full cycle sales experience in complex and/or SaaS environments

Speak an additional language (French, German, Spanish) with a strong level of English

Ability to strategize with a large extended team

Experience selling into companies with indirect sales channels (resellers, distributors, dealers, etc.) is a strong plus

Experience selling CRM, PRM, or Channel Management solutions is highly desirable

Understanding of channel sales processes, partner programs, incentives, and inventory/pricing challenges in indirect channels

Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)