Job Description

Job CategoryAlliances & Channels

Job Details
Partner Alliance Sr.Director – Deloitte (EMEA)

PURPOSE AND OBJECTIVESThe Worldwide Alliances & Channels organisation at Salesforce provides global leadership developingpartnerships with our Strategic Consulting Partners and Service Partners. Salesforce is transforming theindustry and the EMEA Deloitte Partner Alliance Manager (PAM) is responsible for helping lead thischange with responsibility for driving the development and management of our EMEA Strategic Alliancewith Deloitte.

EXPECTATIONS AND TASKSThe Deloitte PAM will be responsible for developing and managing our EMEA alliance with Deloitte toinclude Alliances Strategy and Go-To-Market (GTM) plan, regional sales team alignment, supportingchannel organizations, and other key stakeholders. The PAM’s responsibility will be to develop and drivethe execution of revenue-driving programs and initiatives, and for evangelizing SFDC’s value propositionwithin the partner organization and facilitating the partner’s value proposition within SFDC and affiliatedcompanies.

MAJOR RESPONSIBILITIES INCLUDE:
• Work with global leaders from Deloitte to develop a joint EMEA Deloitte strategyand GTM plan that includes investments in Practice Development, co-selling, and development ofvertical solutions for Salesforce’s solutions.• Work with the SFDC Worldwide Cloud Alliances and Channels team members toexecute partner GTM plans in all supported/targeted regions and developing region specificPractice Development plans, driving certification growth and delivering customer success.• Take Deloitte sales plays, services offering and solutions to defined market unitsfor local partner execution and engagement within Salesforce Industries and field sales teams.• Joint Solution Development & Execution - Commercialise vertical solutions orproduct extensions to leverage Deloitte IP and vertical expertise with Salesforce Industries teams.• Execute, manage and deliver regional pipeline and revenue tied to global Deloittestrategies and initiatives in close alignment with internal and external stakeholders.• Drive execution in concert with regional/country ecosystem resources. Identifytarget accounts and sign off with regional sales and Deloitte leadership.• Review sales play metrics/effectiveness on recurring basis with Deloitte, PartnerSales team, Sales Regions & Business Development teams.• Maintain pipeline and dashboards that communicate to Executive Leadership theeffectiveness of identified programs and investments.
• Conduct regular cadence between Deloitte & SFDC stakeholders (Sales, PartnerSales, Industry Teams, etc.)• Communications - Ensure effective and timely internal & external communicationand coordination of SFDC’s ecosystem strategy & execution results.• This is not intended to be an exhaustive list of duties or responsibilities; at timesother duties may be assigned as needed.• Coach and lead a team of PAM’s dedicated to the Deloitte relationship in EMEAregion.

WORK EXPERIENCE
• 12+ years in a channel sales or channel management roles focused onmultiple partner types including GSI’s like Accenture, Deloitte, PwC, IBM /or IoP’s like TCS,Infosys and Wipro.• Extensive external industry network with 3-5 years of SaaS based solutionsand CRM Cloud partner channel sales experience• Proven ability to build, lead and execute strategy in a cross-functionalenvironment.• Strong tolerance for ambiguity; able to focus and execute in a changingenvironment; 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 teamsand has substantial impact on investments and program effectiveness.• Demonstrable proof of producing measurable results of influenced revenue orchannel sales through global strategic system integrators• Ability to build and maintain positive working relationships while deliveringresults in a highly complex, matrixed global organization.• Strong drive and character qualities that match with company core values andinspires 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 tounderstand different partner GTM and Organizational models.• Understanding of service offering creation, marketing, lead generation andprofessional services organization key performance indicators.• Willingness to travel and Experienced in Global markets, customs andindividual country business protocols and dynamics

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES• MS/MBA or other related advanced degree preferred.

LOCATIONEurope (UK or Continent)
EXPECTED TRAVEL25% - 50%
Posting Statement
Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirm
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