Director of Channel Alliances - Salesforce
fusionSpan
- Rockville, MD
- Permanent
- Full-time
- Lead, Develop and execute a comprehensive partnership strategy with Salesforce and other strategic/ISV/OEM partners, aimed at driving revenue growth for both companies.
- Build and maintain strong relationships with key stakeholders at Salesforce, including executive leadership, sales, marketing, and product teams.
- Collaborate with internal teams, including sales, marketing, and product, to identify and execute joint go-to-market initiatives with Salesforce.
- Support the revenue operations teams in client pursuits and escalations. Become the proactive voice of the customer to the channel when required.
- Identify and pursue new partnership opportunities that align with the company's strategic priorities and growth objectives.
- Ownership of the overall go-to-market relationship with channel partners, including all relationship management, executive communication, and execution of governance.
- In collaboration with alliance companies, identify and manage key metrics to measure the success of our partnership marketing efforts.
- Develop a deep understanding of our alliance companies' products, services, and go-to-market strategies.
- Demand Generation: Facilitate and execute demand-generation activities, including internal and joint enablement sessions, briefings, and events to develop a qualified pipeline.
- Client Alignment & Field Engagement: Work across the organization to connect the right partner SMEs with the right opportunities to develop strong strategies and execute successful sales cycles.
- Pipeline Tracking & Reporting: Maintain ownership of opportunity tracking between fusionSpan and channel partners.
- Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, certifications, and success measures.
- Lead and execute Alliance territory plans with internal sales teams.
- Coordinate and ensure a very regular cadence between fusionSpan, Partner sales, and Alliance leaders.
- Proactively track and report on key success metrics identified for the channel.
- Proactively assess, clarify, and validate partner needs on an ongoing basis.
- Manage and escalate potential channel conflict by fostering consistent and open internal and external communication.
- Manage and review pipeline and other relevant metrics tied to partner strategies and initiatives in close alignment with internal and external stakeholders.
- Ensure effective and timely internal and external communication and coordination of Salesforce’s ecosystem strategy and execution of results.
- Drive adoption of partner programs and initiatives among assigned partners.
- Proactively identify new potential business through various prospecting activities.
- Experience driving ACV, managing the Partner Trailblazer Score, cascading SF events to practice resources, coordinating in-person events/meetings for Dreamforce or Connections, etc.
- Minimum of 2 years of professional experience in sales execution, sales enablement, alliance management, sales, B2B marketing, customer service, e-commerce, and other customer engagement applications.
- Proven track record of building successful partnerships with technology vendors, specifically with Salesforce.
- Strong verbal, written, and presentation communication skills.
- Strong sales and negotiation skills, with the ability to identify and close new partnership opportunities.
- Ability to manage multiple projects and priorities in a fast-paced, hybrid environment.
- Bachelor’s degree in business, marketing, communications, or relevant field.
- Give back to those communities that have gotten us where we are today.
- Foster a culture of caring in all working relationships. Respect for each other and our diverse backgrounds and experiences.
- Deliver seamless experiences and best-in-class solutions.
- Embrace change and strive for growth.