About the Team:
The Alliances and Channels organisation is Salesforce's key lever to creating outsized value and scale in the market through joint sales capabilities and transformative offerings with partners that drive bigger opportunities at pace. With overall responsibility for our partner go-to-market strategy, joint sales execution, joint differentiated offerings execution, joint delivery, and partner awareness, training and enablement, we are energizing a vibrant partner community that accelerates the realization of our customers' business and technology transformations.
A newly created role is now available to join our ASEAN Partner Management team. As a Partner Account Manager (PAM), for the Taiwan market, you will be a key member of the team helping lead change, driving the development and growth of GSI, Agency and Local SI partners in Taiwan.
About the Role
You will be responsible for developing and leading our top strategic alliances with multiple partners in Taiwan to include Alliances Strategy and Go-To-Market planning, regional sales team alignment, cross-functional business alignment and senior executive advocacy. You will develop and implement revenue-driving programs and initiatives as well as practice growth through capacity/capability building ensuring your partners are successfully delivering projects and customer success.
This is a key strategic role that requires a balance of strategy with a strong roll-up your sleeves and ‘get it done’ mentality. Success requires the design and execution of a plan to develop and accelerate the growth of our partners across all segments of our business.
You will be evangelising Salesforce’s value proposition within your partners' organisation and facilitating the partner’s goals with Salesforce and affiliated companies. Critical to the success of this position is effective collaboration with multiple cross-functional collaborators, including sales, alliances, marketing, legal, and operations.
You are a highly motivated teammate who loves a fast paced, cross-functional environment. You have the ability to establish broad senior level relationships. You have a consistent track record on delivering results and getting things done. You are inquisitive, have strong intuition for business, multitask, with the ability to make a notable impact within your first 90 days at Salesforce. You are able to effectively communicate and build relationships with SI, ISV partners and executive leaders in the partner ecosystem.
Other responsibilities
- Work with local Taiwan Sales leader/s and teams from the partner to develop a joint strategy and plan that includes investments in capacity and skills, co-selling (sourced/influenced) revenue, and development of industry & cloud-based accelerators.
- Joint solution development & execution - Commercialise industry solutions or product extensions to leverage partner IP and vertical expertise with Salesforce Industries teams.
- Implement, manage and deliver pipeline and revenue tied to the Partner’s strategies and initiatives in close alignment with internal and external collaborators.
- Drive execution in concert with regional ecosystem resources. Identify target accounts and sign off with sales and partner leadership.
- Conduct regular cadence between the Partner & Salesforce collaborators (Partner Sales, Sales, Account Executives, Development, Industry Teams, Mulesoft, Tableau, etc.)
Requirements
In truth? We are looking for an all round Superstar! Someone who is passionate about strategically working with partners to drive growth.
- Fluent Mandarin speaking skills with experience in China/Taiwan markets.
- Extensive partner management experience across a variety of industries, with experience in Cloud SaaS based solutions
- Exemplary partnering skills in CXO engagement and interaction. Strong executive selling and business development skills; proven ability to understand different partner GTM models.
- Previous experience & success in direct sales preferred
- Ability to build, lead and implement strategy in a cross-functional environment.
- Strong tolerance for ambiguity; able to focus and implement in a changing environment; ability to make things happen.
- Strong analytical, organisational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has meaningful impact on investments and program effectiveness.
- Demonstrable proof of producing measurable results of influenced revenue or channel sales
- Strong drive, excellent communication skills and character qualities that match with company core values and inspires others to follow and act
- Understanding of service offering creation, marketing, lead generation and professional services organisation key performance indicators.
