Our Partner Cloud team will be specifically focused on helping companies that rely on indirect sales channels optimize their revenue growth through Salesforce's Partner Relationship Management (PRM), PRM+, and Channel Revenue Management (ChRM) solutions. You will have the opportunity to work in a fast paced team with various customers and receive personalized training and career opportunities.
This role involves selling channel revenue management solutions, which include:
Salesforce Partner Ecosystem Management- PEM (includes PRM, Partner Tracks, Unified Incentives, Account Planning, etc.)
Salesforce Channel Revenue Management (ChRM)
Related Cloud offerings as part of the Customer 360 platform where applicable
Day to Day
Our Account Executives engage with existing customers and new leads to sell the entire Salesforce Customer 360 platform, with a specialized focus on driving revenue growth through partner ecosystems and optimizing channel operations. They build positive, trusted relationships with both key team members and c-suite decision makers within their patch, and become naturals at helping customers realize value from their Salesforce investments. Key stakeholders may include Head/VP/SVP of Channel Sales, Head of Channel Partnerships, CIOs, CROs, Finance Leaders, CFOs, and Rebate/Incentive Managers.
You will use your skills to develop opportunities, through both warm leads and whitespace prospecting, focusing on companies that sell through resellers, distributors, managed service providers, dealers, independent brokers or agents. 75% of the world's commerce flows through the indirect sales channel.Your daily activities will include:
Developing key customer stakeholder relationships and drive customer satisfaction at assigned accounts, specifically focusing on their channel sales and partner strategies
Developing and drive the overall long-term strategy for the account, aligned to customer business objectives related to channel revenue optimization, partner engagement, and profitability
Coordinating internal Salesforce resources, such as specialists in channel revenue management, to meet customer business needs.
Performing account planning at assigned accounts, coordinating with Prime and Cloud sales resources to ensure strategic alignment on channel initiatives
Sharing the Salesforce value proposition for channel revenue management solutions, highlighting benefits such as streamlining the entire partner lifecycle, driving ecosystem growth, maximizing profitability, simplifying partner workflows with automation, speeding up real-time collaboration, improving partner productivity, gaining end-to-end visibility into channel inventory, incentives, and pricing, and maximizing profits through automated rebate management
Addressing customer pain points such as inefficient partner strategy, difficulty retaining partners, lead routing issues, poor data quality affecting partner deals, challenges communicating with partners, complex tech stacks for channel management, difficulty engaging partners effectively, and excessive manual administrative work
Driving growth within existing assigned accounts by identifying opportunities to expand the use of PRM, PRM+, and ChRM solutions.
Leveraging AI features within the platform to demonstrate value, such as lead scoring and pipeline inspection for partners
Positioning Partner Tracks as an add-on to existing PRM customers to optimize partner enablement, develop and expand partners, and improve revenue per channel
Preferred Qualifications
min. 6 years of full cycle sales experience in complex and/or SaaS environments
Speak and write fluent German with a strong level of English
Ability to strategize with a large extended team
Experience selling into companies with indirect sales channels (resellers, distributors, dealers, etc.) is a strong plus
Experience selling CRM, PRM, or Channel Management solutions is highly desirable
Understanding of channel sales processes, partner programs, incentives, and inventory/pricing challenges in indirect channels
Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)
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