Alliances - RCG/MAE Partner Account Director Accenture

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MAE/RCG Partner Alliance Manager – Accenture 

PURPOSE AND OBJECTIVES
The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners and ISV Partners. Salesforce is transforming the industry and Accenture is our #1global partner.  The Accenture Partner Alliance Manager (PAM) is responsible for helping lead this change with responsibility for driving the development and management of our Strategic Alliance with Accenture in North America (US & Canada).

EXPECTATIONS AND TASKS
The Accenture PAM will be responsible for developing and managing our alliance with Accenture in a dedicated Operating Unit to include Alliances Strategy and Go-To-Market (GTM) planning, regional sales team alignment, executive engagement, and partner practice development. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and will be responsible for evangelizing Salesforce’s value proposition within the partner organization. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales,  alliances, product leadership, marketing, legal, and operations.

MAJOR RESPONSIBILITIES INCLUDE:

• Partner with Global & AMER leaders from Accenture to develop a joint partnership strategy and GTM plan that includes investments in Practice Development, co-selling & partner sourced revenue, and development of industry & cloud-based assets/solutions for the industries they support.
• Industry Knowledge: Stay updated on relevant industry trends to provide strategic guidance and serve as a trusted advisor to their internal and external stakeholders. 
• Work with the Worldwide Alliances and Channels team to execute GTM plans that accelerate revenue.  Develop region specific Practice Development plans, driving capacity & certification growth and delivering customer success.
• Jointly bring partner offerings and industry assets/solutions to market to drive customer engagement around all things related to the Salesforce Customer 360
• Joint Solution Development & Execution - Commercialize industry solutions or product extensions that leverage partner IP and vertical expertise
• Execute, manage and deliver Salesforce pipeline and revenue tied to Accenture’s strategies and initiatives in close alignment with internal and external stakeholders.
• Review sales play metrics/effectiveness on a recurring basis with 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 Accenture & 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. 

WORK EXPERIENCE

• 10+ years in a channel sales or channel management roles, supporting multiple partner types including GSI’s like Accenture, Deloitte, PwC as well as boutique and regional SI’s 
• Industry Knowledge: Familiarity with relevant industry landscape, including trends, thought leaders, and understanding of major industry specific use cases
• Proven ability to build, lead and execute strategy in a cross-functional environment.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.
• Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness.
• Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
• Ability to build and maintain positive working relationships while