Deloitte GSI Partner Alliance Manager (PAM) – SEMEA

Salesforce.com Inc’s Candidate Privacy Notice contains more details about the handling and use of the personal data of job applicants. For more information about our website privacy practices, please see our Privacy Statement. Deloitte GSI Partner Alliance Manager (PAM) – SEMEA page is loaded Deloitte GSI Partner Alliance Manager (PAM) – SEMEA Apply remote type Office – Flexible locations Italy – Milan Italy – Rome time type Full time posted on Posted 2 Days Ago job requisition id JR224036 To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job Category Sales Job Details 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. Deloitte GSI Partner Account Manager – Deloitte SEMEA (Director) PURPOSE AND OBJECTIVES The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Global Strategic Partners and ISV Partners. Salesforce is transforming the industry and Deloitte is one of our top Global partners. The Deloitte SEMEA Partner Alliance Manager (PAM) is responsible for helping lead this change with specific responsibility for driving the development and management of our Strategic Alliance with Deloitte in EMEA covering SEMEA (South Europe, Middle East and Africa). EXPECTATIONS AND TASKS The Deloitte SEMEA Partner Alliance Manager (PAM) will be responsible for developing and managing our alliance with Deloitte in the SEMEA region, including driving a multi-year vision and strategy, Go-To-Market (GTM) plan, incubating strategic account growth and big deal motion, driving key executive and regional sales alignment, and leading cross collaboration w/ EMEA A&C resources on shared priorities. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs (sourced influenced) initiatives, and evangelizing Salesforce’s value proposition within the partner organization and facilitating the partner’s value proposition within Salesforce and affiliated companies. Key to the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, product GMs, Customer Success, marketing, legal, and operations. MAJOR RESPONSIBILITIES INCLUDE: Reporting to the Global VP of the Deloitte partnership and working with regional EMEA PAM lead to develop a joint Deloitte & Salesforce strategy, business and GTM plan that includes investments in Growth & Innovation, practice development, partner accelerated (Sourced Influenced) revenue goals, social ventures, and development of industry & cloud-based assets/solutions. Work with Deloitte team members to execute GTM plans in all supported/targeted SEMEA countries and Operating units. Develop SEMEA specific practice development plans, partner accelerated (Sourced Influenced) revenue goals, driving capacity & certification growth and delivering customer success. Take partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Salesforce Operating Unit sales teams and Salesforce Industries. Joint Solution Development & Execution – Commercialize industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams and specific cloud GM teams. Execute, manage and deliver regional SEMEA pipeline and revenue tied to Deloitte’s strategies and initiatives in close alignment with internal and external stakeholders. Drive execution in concert with regional ecosystem resources. Identify target accounts and sign off with SEMEA sales Operating Unit and partner leadership. Review sales play metrics/effectiveness on a recurring basis with Partners, Partner Sales 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 Deloitte & Salesforce stakeholders (Partner Sales/Alliances, Sales, Co-Primes, Product Development & Industry Teams, often at EVP and SVP levels in conjunction w/ EMEA & Global Leads). Lead monthly business review cadences w/ identified Deloitte and Salesforce leadership to ensure tight alignment and adjustments to business plan, priorities and GTM motions. Communications – Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results. Actively expand network and relationships beyond Deloitte’s Salesforce Practices This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed. WORK EXPERIENCE 7-10 years in a channel sales or channel management roles focused on GSI’s like Accenture, Deloitte, PwC, IBM as well as boutique and regional SI’s. Experience working directly for a large GSI is highly desirable, Deloitte experience is preferred. Extensive external industry network with 5-10 years of SaaS based solutions or CRM Cloud partner channel sales experience. 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. Existing knowledge of existing A&C reporting and operational practices. 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 offering creation, marketing, lead generation and professional services organization key performance indicators. Multi-lingual (French/Italian/Spanish) language proficiency is desirable Willingness to travel as needed within region (25-50%) EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES MS/MBA or other related advanced degree preferred. EXPECTED TRAVEL 25% – 50% dependent on company travel limitations Accommodations If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form . Posting Statement At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com . Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce . Salesforce welcomes all. About Us 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. J-18808-Ljbffr