ISV Senior Business Development Manager

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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:
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 Partner Account Managers committed to our vision of changing the OEM/ISV sales and software landscape. With 95% customer satisfaction, a best-in-class CRM and OEM/ISV Platform, and a fiercely loyal customer base, it’s a powerful combination for sales success. Top sales talent across the world join us for our “change the world” mentality; the opportunity to excel in a fast-paced, performance-based, team atmosphere.

Role Description:
We are looking for a high-energy, driven professional with excellent business acumen, strong technical aptitude, consultative sales solution experience, and preferred front-line leadership experience to join our ISV Partner Recruitment team. This role will require a passion for the Salesforce platform and products and an interest in proliferating the AppExchange ecosystem. You will be recruiting and contracting new ISV Partners, and managing a team of Business Development Reps. Ideal candidates should be eager to advance in our organization by demonstrating their ability to be tenacious self-starters every day. Salesforce offers a fast-paced, innovative environment where you will be provided the tools, resources, and leadership to recruit new ISVs and take your career to the next level.
 

Responsibilities:

Individual Contributor:

• Help build and define recruiting motion for high visibility or complex ISV lead onboarding

• Onboard and contract specific companies to become ISV Partners

• Enable partners to launch on the AppExchange and drive initial revenue for partnership

• Identify partners with high potential to drive ACV

• Work in sync with the AppExchange Technical Solutions team to validate the Salesforce platform and to assist in ISV Partner efforts to build solutions on the platform

• Work across business development, Partner Account Management, Legal, ISV support teams, and other internal stakeholders such as direct sales to manage onboarding.

• Achieve targets and metrics outlined by the business

Qualifications:

• Driven self-starter who has a passion and knack for problem-solving.

• Proven consultative sales solution skills, including contract negotiation and the ability to drive urgency and a deal forward to execution

• Ability to run executive leadership meetings and manage multiple internal stakeholders.

• Displays ample business acumen and executive presence

• Consistent track record of building, developing, and managing high-performing teams

• History of building strong internal relationships in a highly matrixed, global organization

• 5 years of applicable Partnership/Sales leadership experience

• Positive, proactive attitude, goal-oriented

• Comfortable in high-pressure environments

• Strong time management skills

• Excellent written and verbal communication skills

Preferred Requirements:

• Passion and commitment to 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

• People management experience preferred

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