Senior Director, Alliances

Description
Senior Director, Alliances - Partner Account Management
The Senior Director, Alliances role will report to the VP, Alliances & Channels, Latin America.

You will work 'hands-on' alongside the team, along with the broader Alliances & Channel Organization and our Sales Leadership in the Region to: manage, develop, and where necessary, recruit all partner types: GSI (Global Systems Integrators), (Regional System Integrators), Niche Consulting Partners, and Resellers, to support the revenue and business growth, along with customer success objectives around the 360 platform at Salesforce.

Your mission as a Senior Director, Alliances and Leader of this Region:

• Lead the team in the development of fiscal year and 3-5 year ecosystem strategies in complement to the global strategies by Region and in alignment with sales goals by customer segment and industry vertical
• Grow Partner Revenue both Co-Sell and Indirect in support of the Growth target for the Region and the Partner Sales organization
• Work with the Country Sales Leader and vertical/segment Sales leaders to embed Partnering into the Sales Go-to-market plan to drive alignment and mutual success in the country
• Establish strong executive relationships with the Leadership Team, as well as with peers in Salesforce's Partner organization and Operating Unit management to help drive synergy in the market
• Nurture, mentor, and lead a team of experienced Alliances professionals on a day-to-day basis to support and develop them in their role
• Inspire and lead the Partner team, building a team culture of High Impact, Fun, Collaboration, and Authenticity, as well as Customer Success.
• Work with the team to develop a deep understanding of our key partner's business strategy and define specific growth initiatives that allow us to build mindshare with these partners.
• Operate as the Executive point of contact for your team and across our Partner community
• Build out strategies across Salesforce ecosystem with Partner teams, sales leaders and management to develop the partner strategy
• Build a coverage plan for your region; develop our relationships across existing partners and recruiting additional partners across the territory to cover geographies
• Recruit, nurture and retain existing talent - Drive an inclusive, collaborative, learning environment cultivated with mentoring and feedback
• Forecasting and reporting on the most critical drivers of your business
• Possess an analytical and data-driven approach to your business with a strong sense of leadership and motivating teams
• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity
• Partner with our marketing teams to develop focused channel marketing programs
• Work with our Pre-Sales and Alliances Partner Success Team team to continue developing our Partners Sales and Delivery Credentials

Who You Are

• Executive Leadership and Management skills, with the ability to take ownership and responsibility for an experienced, fast-moving and growing team
• Skilled at influencing others, both externally and internally; ability to work effectively and build consensus along cross-functional groups to achieve goals
• Ideally someone with 5 -7 years people management experience covering international partner sales teams
• Extensive channel and partner management experience with knowledge of a wide range of channel and partner types, understanding on how to build and develop software sales partnerships and routes to market, and a strong understanding of the market and regional nuances
• Experience working with SI, ISV, Resell (single and two-tier), OEM partners with active co-selling metrics (majority in software), managing a team that spans multiple geographies
• Prior experience gained in an individual contributor Partner Sales or Direct Sales role, with proven track record of overachievement of quota expectations
• In-depth knowledge and experience of working with Partners and Alliances - especially with developing, recruiting and onboarding of partners
• Prior experience of selling Enterprise B2B SaaS solutions
• Strong background in leading and motivating people to achieve performance goals
• Effective communication skills; able to build influential relationships and deliver results in a cross-functional environment
• Fluency in English is needed -
• Open to business travel to meet teams, partner and customers across the region