Salesforce.com, Inc Senior Partner Account Manager in Remote, California
Job CategoryAlliances & Channels
Job DetailsSr Partner Account Manager - Life Sciences Salesforce, the Customer Success Platform and world's #1 CRM company, empowers industry leaders to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes’s “World’s Most Innovative Company” five years in a row and number one on Fortune’s “100 Best Companies to Work For” in 2018! We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.Role DescriptionSalesforce.com provides a compelling opportunity for OEM/ISV Sales Professional with a proven track record exceeding quota in technology sales. We are building an organization of intelligent, ambitious, Partner Account Managers committed to changing the ISV software sales landscape. With 95% customer satisfaction, the best-in-class CRM, Platform, and Analytics solutions, and a fiercely loyal customer base, Salesforce provides a powerful formula for account management success. Top sales talent across the world join us for or our “change the world” mentality, and the opportunity to excel in a fast-paced, performance-based, team atmosphere. We're applying that formula to our LIfe Sciences markets, connecting Drug, Device, and Diagnostics companies with HCPs, Payers, and Patients in a whole new way. Due to significant growth, we are seeking a seasoned account manager for our HLS Vertical ISV Team to bring great energy and focus to transforming Life Sciences companies with our technology. The Sr Partner Account Manager (PAM) is the primary contact and trusted advisor to our partners, helping drive growth and success in this important market segment. The PAM is responsible for developing a named account, concentrating on building and fostering a critical ISV/OEM partnership to create growth for a joint product and for additional salesforce-based solutions. The role involves selling the Salesforce Health Cloud and Marketing Cloud Platforms and our full suite of IP, to existing and new business units within this strategic partner, and driving go-to-market (GTM) activities across functional groups within both organizations. The ideal candidate has 6-8 years experience selling in enterprise software in the LIfe Sciences market, as well as 2+ years experience selling or supporting Salesforce marketing Cloud accounts. Hands-on experience influencing sales, marketing and/or Field enablement activities across a matrix organization is a plus.Responsibilities- Own the day-to-day execution of a strategic partnership in the competitive and high-growth Life Sciences sector, creating/overseeing account plans, managing transactions, operational and support needs, and driving GTM plans and execution
Serve as a key player on the Account team, owning relationships, coordinating activity and communications, and building trusted advisor relationships with important leaders in our partnership and within Salesforce
Inspire innovations within the partner, evangelizing to earn new applications or expand existing solutions, and consulting on models and deal structures
Capture and sponsor partner needs and roadmap requirements, interfacing with our Product and Technical Evangelist teams to find solutions to short and longer-term needs
Manage partner transactions and oversee support case resolution, leading escalations and solving challenges to achieve customer success
Support and influence Pipeline and ACV creation for a market- leading application, aligning sales and marketing organizations to promote our partner, and assisting with key deal closure
Achieve or exceed revenue targets, including finding paths to new growth for this partner
Advocate to support this partnerships with top executives within Salesforce, including leadership from Alliances/ISV, Distribution, Product, Legal and Ops, Marketing and more.- Proactively manage partner pipeline to deliver accurate and reliable ACV forecasts and reports-Report on sales strategy and activity, creating compelling presentations for sales management- Contribute to Salesforce’s Life Sciences strategy and business plan creation- Contribute to annual ISV Healthcare sales strategy and plan creation, and overall Healthcare and Vertical team success - Collaborate effectively with ISV, Industry, Product and Distribution leadership to identify "white spaces," align on product or support needs, GTM activity, etc.- Maintain a high level of productivity, managing multiple competing priorities and working effectively under time constraints in a fast-paced, complex, collaborative, and team-oriented environment
Support new partner identification, recruitment and acquisition as part of our LS ISV team
Experience/Skills Required The successful candidate will demonstrate exceptional skills and capabilities in:- Strategic and analytical thinker who is able to blend technology and business strategy to develop compelling vision and strategy for partner success- Account planning and management, business development and solution selling, opportunity management and conversion- Influencing C- and mid--level individuals from start-ups to Multinational companies, working across diverse functions like Product Management, GTM, IT, Business unit leadership, Sales Ops, etc- Strong technical aptitude and ability to learn new technologies and apply them to Life Sciences partners’ needs- Ability to "solution sell" - both in building an application and in leading the deployment and support of a solution - including the ability to articulate clear, concise value statements- A proven track record of managing and closing complex enterprise OEM/ISV or direct deals- Experience facilitating complex contract negotiations, working through conflicts, and managing joint legal team conversations- Passion and commitment for transforming customer experiences across Healthcare and Life Sciences segments, with an emphasis on changing the daily lives of HCPs and Patients and getting therapies and devices to market more successfully- Deep passion and commitment for partner and customer successQualifications- 8+ years of solution and/or technical sales experience, selling OEM.ISV, or direct deals for SaaS solutions- 6+ years of Life Sciences (or relevant, transferable Healthcare) experience- 2+ years Salesforce Marketing Cloud sales and/or implementation experience preferred
Salesforce.com and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and Aloha spirit of Salesforce are driven by our incredible employees who thrive on delivering success for our customers while also finding time to give back through our 1/1/1 model, which leverages 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!