Director, Business Development - Global Technology Partnerships

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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.

Role Description

As Director of Business Development, you will be a people-leader in the Global Technology Partnerships organization, with the primary mission of enabling growth for Salesforce through new technology partnerships. You’ll collaborate closely with cross-functional teams to identify, negotiate, and close strategic partnerships that improve our product offerings and/or GTM capabilities. In addition, you’ll lead and encourage a team of high-performing business development professionals who will each be accountable for 1-2 new partnership opportunities at any given time. 

This is an outstanding opportunity to join the central team that develops and drives strategic partnership initiatives aligned to the full Salesforce product portfolio and top corporate priorities. The work you and your team deliver will drive revenue, increase customer success, accelerate our product roadmaps, differentiate our offerings and elevate our brand!
 

Your Impact

Team Leadership:

• Manage and mentor a team of business development professionals.

• Set clear goals, provide mentorship on prioritization, and foster a collaborative and results-driven culture.

• Empower team members to excel in their roles and achieve both individual and overall organizational targets.

Strategic Product Partnerships:

• Identify and evaluate potential partners whose products align with our strategic vision and needs. 

• Develop, with your team, a robust pipeline of product partnership opportunities.

• Lead and coach team through sophisticated negotiations, ensuring win-win outcomes for both parties.

• Collaborate with product, engineering, finance, legal, PR and Ops teams to ensure deal approval and launch success.

Market Insights and Trends:

• Stay on top of industry trends, competitive landscapes, and emerging technologies.

• Leverage market insights / competitive intelligence to identify gaps and areas for new partnership opportunities.

• Drive product innovation with Salesforce product GMs by prioritizing and delivering partnerships that improve impact to Salesforce. 

Relationship Building:

• Cultivate strong relationships with new and existing partners - both inside their partnership org, as well as their product teams. 

• Operate as a key leadership point of contact with internal cross-functional team members 

• Represent Salesforce as a product SME at conferences, events, and customer executive briefings. 

• Collaborate with legal and finance teams to structure and implement partnership agreements that scale for long-term success.

Metrics and Performance:

• Define and lead to key performance indicators (KPIs) for all new product partnerships. 

• Drive team focus and balance workload against evolving product / company priorities. 

Minimum Requirements

• Minimum 5 years of business development experience, with a focus on technology partnerships.

• History of leading teams and effectively developing individual contributors from hiring to promotion. 

• Consistent track record of successfully closing complex and durable partnership deals.  

• Experience with SaaS or Public Cloud companies preferred.

• Excellent communication and presentation skills.

• Analytical mentality with the ability to deliver a data-driven reason as well as teach others to build financial models that uphold part