EXPECTATIONS AND TASKSThe position will have the responsibility for developing the Emerging Territory and Reseller Strategy, as well as Go-To-Market (GTM) plan with Reseller in Emerging territory, supporting Sales/channel organizations, and other key stakeholders. His / her responsibility will be to develop and drive the execution of revenue-driving programs and initiatives in the region. Additionally, he / she will be responsible for evangelizing SFDC’s value proposition within Customers and Resellers and facilitating them value propositions within SFDC. MAJOR RESPONSIBILITIES INCLUDE:
Develop & execute joint business plan with Reseller and internal stakeholder buy-inAchieve quarterly and annual revenue targets, driving execution aligned with regional/country ecosystem resources.Drive account planning and co-selling cadence on top strategic accounts in region, jointly with ResellersOversee partnership governance plan with regional stakeholdersWork with Reseller leaders, jointly with A&C Team, to develop a joint strategy and GTM plan that includes investments in Demand Generation, Practice Development, co-selling, and development of vertical solutions.Work with the SFDC team members to execute partner GTM plans in all supported/targeted countries of emerging region, 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 market them, jointly with Reseller, towards customers.Execute, manage and deliver local and regional (where appropriate) pipeline and revenue tied to reseller strategies and initiatives in close alignment with internal and external stakeholders.Review sales play metrics/effectiveness on a recurring basis with Resellers GTM team, Alliance Team & Business Development teams.Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments.Conduct regular cadence between Resellers to track the ongoing pipe and resultsEnsure effective and timely internal & external communication and coordination of SFDC’s ecosystem strategy & execution results.Commercialize vertical solutions or product extensions to leverage Reseller and 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.
Several years’ experience in a channel sales or channel management roles supporting multiple partner types (VADs, Resellers and local and regional SI´s)Extensive external industry network with some years of SaaS based Reseller partner channel sales experienceProven Thought Leader and Influencer with strong record of go to market experience with Resellers and SaaS, OnDemand or other Cloud technology companiesExtensive 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 SectorProven 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 partners.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 actExecutive 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 Regional markets, customs and individual country business protocols and dynamics
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
MS/MBA or other related advanced degree preferred.Fluent in English (written and spoken), Spanish is a plusFull availability to travel
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