Salesforce.com, Inc Partner Account Director - Accenture in Munich, Germany

Job CategoryAlliances & Channels

Job Details

Director, Alliances & Channels - Accenture

Location: Munich or Frankfurt

The Alliances & Channels organization at SALESFORCE.COM provides global leadership developing partnerships with our Strategic Consulting Partners and Service Partners. Salesforce.com is transforming the industry and the Partner Alliance Director – Accenture is responsible for leading this change with responsibility for leading the development of our SI Alliance with Accenture. EXPECTATIONS AND TASKSThe Alliances Management position will have leadership responsibilities for developing a SI Alliances Strategy and Go-To-Market (GTM) plan with Accenture our regional sales teams, supporting channel organizations, and other key stakeholders. His or her responsibility will be to develop and drive the execution of revenue-driving programs and initiatives in the DACH region. Additionally, he/she will be responsible for evangelizing SFDC’s value proposition within Accenture and facilitate Accenture's value proposition within SFDC and affiliated companies. MAJOR RESPONSIBILITIES INCLUDE:

Work with Accenture DACH leaders to develop a joint Global Alliance strategy and GTM plan that includes investments in Practice Development, co-selling, and development of vertical solutions. Work with the SFDC Worldwide Cloud Alliances and Channels team members to execute partner GTM plans in all supported/targeted regions globally and developing region specific Practice Development plans, driving certification growth and delivering customer success. Market Unit Execution – Take partner sales plays, services offering and solutions to defined market units for local partner execution and engagement within Salesforce Industries and field sales teams. Execute, manage and deliver regional pipeline and revenue tied to global partner strategies and initiatives in close alignment with internal and external stakeholders. Drive execution in concert with regional/country ecosystem resources. Identify target accounts and sign off with regions sales and partner leadership. Review sales play metrics/effectiveness on a recurring basis with Accenture, GTM 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 and SFDC company leaders Communications - Ensure effective and timely internal & external communication and coordination of SFDC’s ecosystem strategy & execution results. Commercialize vertical solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams. This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.

WORK EXPERIENCE

  • Several years’ experience in a channel sales or channel management roles supporting multiple partner types including GSI’s like Accenture, Deloitte, Capgemini, PwC and IBM, as well as boutique and regional SI’s

  • Extensive external industry network with some years of SaaS based CRM Cloud partner channel sales experience

  • Proven Thought Leader and Influencer with strong record of go to market experience with SI’s and SaaS, OnDemand or other Cloud technology companies

  • Extensive Industry Experience working with partners and their Industry Leaders/P&L owners across all key Industries: FS/Insurance, Retail/CPG, Hi-Tech, HC/LS, Industrial Manufacturing and Public Sector

  • 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 delivering results in a highly complex, matrixed global organization.

  • Strong drive and character qualities that match with company core values and inspires others to follow and act

  • Executive presence to lead and manage the most strategic global partners.

  • Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.

  • Understanding of service offering creation, marketing, lead generation and professional services organization key performance indicators.

  • Willingness to travel and Experienced in Global markets, customs and individual country business protocols and dynamics

    EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

  • MS/MBA or other related advanced degree preferred.

*LI-Y

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