Partner Alliance Sr.Director – Deloitte (EMEA)
salesforce.com, inc
London,United Kingdom
3d ago

Job Details

Partner Alliance Sr.Director Deloitte (EMEA)

PURPOSE AND OBJECTIVES

The Worldwide Alliances & Channels organisation at Salesforce provides global leadership developing

partnerships with our Strategic Consulting Partners and Service Partners. Salesforce is transforming the

industry and the EMEA Deloitte Partner Alliance Manager (PAM) is responsible for helping lead this

change with responsibility for driving the development and management of our EMEA Strategic Alliance

EXPECTATIONS AND TASKS

The Deloitte PAM will be responsible for developing and managing our EMEA alliance with Deloitte to

include Alliances Strategy and Go-To-Market (GTM) plan, regional sales team alignment, supporting

channel organizations, and other key stakeholders. The PAM’s responsibility will be to develop and drive

the execution of revenue-driving programs and initiatives, and for evangelizing SFDC’s value proposition

within the partner organization and facilitating the partner’s value proposition within SFDC and affiliated

companies.

MAJOR RESPONSIBILITIES INCLUDE :

  • Work with global leaders from Deloitte to develop a joint EMEA Deloitte strategy
  • and GTM plan that includes investments in Practice Development, co-selling, and development of

    vertical solutions for Salesforce’s solutions.

  • Work with the SFDC Worldwide Cloud Alliances and Channels team members to
  • execute partner GTM plans in all supported / targeted regions and developing region specific

    Practice Development plans, driving certification growth and delivering customer success.

  • Take Deloitte sales plays, services offering and solutions to defined market units
  • for local partner execution and engagement within Salesforce Industries and field sales teams.

  • Joint Solution Development & Execution - Commercialise vertical solutions or
  • product extensions to leverage Deloitte IP and vertical expertise with Salesforce Industries teams.

  • Execute, manage and deliver regional pipeline and revenue tied to global Deloitte
  • 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 regional sales and Deloitte leadership.

  • Review sales play metrics / effectiveness on recurring basis with Deloitte, 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 & SFDC stakeholders (Sales, Partner
  • Sales, Industry Teams, etc.)

  • Communications - Ensure effective and timely internal & external communication
  • and coordination of SFDC’s ecosystem strategy & execution results.

  • This is not intended to be an exhaustive list of duties or responsibilities; at times
  • other duties may be assigned as needed.

  • Coach and lead a team of PAM’s dedicated to the Deloitte relationship in EMEA
  • WORK EXPERIENCE

  • 12+ years in a channel sales or channel management roles focused on
  • multiple 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 solutions
  • and 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

  • 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.
  • 25% - 50%

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