Director / Senior Director, ISV Sales

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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Department Description:
The Salesforce Global Technology Partnerships team establishes, grows, and executes transformational partnerships for Salesforce globally. Our partnerships drive revenue, increase customer success, deliver innovative product roadmap, elevate our brand, and differentiate our company. Our team creates new ways of operating as a business, solves critical and complex problems, and supports our most impactful corporate priorities. Our team values trust, grit, agility, and inclusivity.

Salesforce.com provides a compelling opportunity for OEM/ISV Sales Professionals with a proven track record exceeding quota in technology sales. Our goal is to build an organization of intelligent, trusted, OEM/ISV Account Executives committed to our vision of changing the sales and software landscape. With 95% customer satisfaction, a best-in-class CRM and AgentForce Platform, and a fiercely loyal customer base, it’s a powerful combination for success. Top sales talent across the world join us for or our “change the world” mentality; the opportunity to excel in a fast-paced, performance-based, team atmosphere.

Role Description:
We are seeking a partnership sales professional for our ISV Team. The ideal candidate will have at least 10+ years experience in partnerships/business development or selling B2B software into the Enterprise market or large Service Provider markets. The Director/Senior Director ISV Sales is responsible for developing a designated territory and concentrating on managing and growing OEM/ISV partnerships, selling the AgentForce Platform and our full suite of products to partners.

Your Impact:

• Develop and execute against a comprehensive territory plan.
• Achieve quarterly and annual revenue targets
• Accurate forecasting and territory planning
• Create & articulate compelling value propositions around Agentforce Platform as a Service for Partners
• Generating new revenue in existing ISVs via new ISV markets, apps, products, use cases, etc.
• Develop long-term strategic relationships with key accounts
• Up-selling and leveraging business from new and established partner relationships
• Restructure and modernize partnership agreements where appropriate
• Designing, executing, and closing on GTM joint value partnership initiatives

Minimum Requirements:

• 10+ years of solution sales experience selling OEM, ISV or direct software or SaaS solutions or similar
• Account planning (including GoToMarket planning) and execution skills
• Proven ability to conduct and assist in business case development with partners
• Ability to partner with senior leadership teams
• Ability to sell both bundling an application and deployment of a platform
• Consistent overachievement of quota and revenue goals
• Strong time management skills
• Strong critical thinking and problem solving skills
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement
• Experience in selling and/or positioning Salesforce Platform to Partners or Customers
• Willingness to travel up to 40% of the time
• Passion and commitment for partner success
• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Degree or equivalent confirmed experience required. Experience will be evaluated based on the core proficiencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

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