Alliances - Partner Account Director

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PURPOSE AND OBJECTIVES
We are looking for a highly motivated leader and team player to join the A&C Business Unit Partner Account Management team to design, launch, and support a plan to accelerate and scale the growth of our business with Cognizant. This is a key and strategic role that requires a balance of strategy, sales, and a roll-up-your-sleeves attitude. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem.

EXPECTATIONS AND TASKS
The Cognizant Global Partner Account Manager (PAM) will be responsible for developing and managing our alliance with Cognizant, to include Alliances Strategy and Go-To-Market (GTM) plan, regional sales team alignment, supporting channel organizations, and other key stakeholders. The PAMs responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and for 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, marketing, legal, and operations.

MAJOR RESPONSIBILITIES INCLUDE:

• Work with leaders from Cognizant to develop a joint Cognizant & Salesforce strategy and GTM plan that includes investments in Practice Development, co-selling & sourcing revenue, and development of industry & cloud-based assets/solutions.

• Work with the Worldwide Alliances and Channels team members to execute GTM plans in all supported/targeted regions and Operating units. Develop region specific Practice Development plans, 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.

• Execute, manage and deliver pipeline and revenue tied to Cognizant’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 Operating Units and partner leadership.

• Review sales play metrics/effectiveness on a recurring basis with local PAMs 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 Cognizant & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Development, Industry Teams, etc.)

• Communications - Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results.

• This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.

WORK EXPERIENCE

• 10+ years in a channel sales or channel management roles focused on multiple partner types including GSI’s like Accenture, Deloitte, PwC as well as boutique and regional SI’s

• Extensive external industry network with 3-5 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.