Director, ISV Business Development, Commerce & Marketing

Description

Overview of the Role

As Director of ISV Business Development, you will be a people leader in the Global Technology Partnerships organization with the primary mission of enabling growth for Salesforce through technology partnerships. You’ll collaborate closely with cross-functional teams to identify, contract, and guide ISV partners through the development of applications, listing on AppExchange and launching in market. In addition, you’ll lead, mentor and inspire a team of high-performing business development professionals who will each be accountable for launching new partnerships of their own.

This is a unique opportunity to join the organization that is the driving force behind AppExchange - the industry's number one partner ecosystem. The work you and your team deliver will drive revenue, increase customer success, expand our addressable market, differentiate our offerings and elevate our brand.

With a specific focus on the Salesforce Digital 360 portfolio, you’ll be driving the expansion of the partner ecosystem of our Commerce and Marketing Clouds. The successful candidate will bring their deep knowledge of industry trends, competitive landscapes, and emerging technologies to key product and sales leaders to prioritize and deliver partnerships that enhance impact to Salesforce

Your Impact

Team Leadership

• Manage and mentor a team of business development professionals.

• Set clear goals, provide guidance on prioritization, and foster a collaborative and results-driven culture.

• Empower team members to excel in their roles and achieve both individual and overall organizational targets.

Partnership Development

• Identify and evaluate potential partners whose products align with our Commerce and Marketing Cloud strategy.

• Develop, with your team, a robust pipeline of product partnership opportunities.

• Lead and coach team through all phases of partnership, instilling a culture of continuous learning and growth.

• Collaborate cross-functionally to ensure deal approval and successful launches.

Market Insights And Trends

• Stay on top of Commerce and Marketing trends, competitive landscapes, and emerging technologies.

• Leverage market insights / competitive intelligence to identify whitespace for new partnership opportunities.

• Drive product innovation with product and sales leaders by prioritizing and delivering partnerships that maximize impact to Salesforce.

Relationship Building

• Cultivate strong relationships with new and existing partners - both inside their partnership org, as well as their product teams.

• Operate as a key leadership point of contact with internal cross-functional stakeholders

• Represent Salesforce as a product SME at conferences, events, and customer executive briefings.

• Collaborate with legal and finance teams to structure and implement partnership agreements that scale for long-term success.

Metrics And Performance

• Define and lead key performance indicators (KPIs) for all new ISV partnerships.

• Drive team focus and balance workload against evolving product / company priorities.

Required Qualifications

• Minimum 5 years of business development or direct sales experience, with a focus on technology partnerships in the Marketing and Commerce space

• History of leading teams and effectively developing individual contributors from hiring to promotion

• Consistent track record of successfully closing complex and durable partnerships

• Strong professional network of contacts at current / prospective partnership companies

• Strong knowledge of Salesforce products and services OR equivalent technologies in the market

• Excellent communication and presentation skills

• Analytical mentality with the ability to deliver a data-driven business case as well as teach others to build cases that explain partnership investments

• Strong negotiation skills with experience driving to deal consensus at the CxO level

• Ability to operate as a player/coach and lead teams in fast-paced environments

• History of building strong internal relationships in highly matrixed, global organizations

Note: This is an office-flexible position. The selected candidate will be expected to be in office 2-3 days per week (New York, Boston, Atlanta, Chicago, San Francisco, Seattle)

Our Investment In You

• World-class enablement and on-demand training - check out trailhead.com for a sneak peek!

• Exposure to executive thought leaders with a passion for living our values

• Clear path to promotion with accelerated leadership development programs

• Weekly 1:1 coaching with your leadership

• Fast Ramp mentorship program

• Week-long product bootcamp

• Sandler Sales Training

Volunteer Opportunities

Have you heard of our 1:1:1 model, focused on giving back to the community? The success in giving back have helped us and our Trailblazer community become a leader in philanthropy, culture, and innovation. We are one of the World’s Most Innovative Companies, according to Forbes, we are #1 in PEOPLE’s Top 15 Companies that Care, and are on Fortune’s Change the World list. Values create value. Our values helped drive our revenue number to $13.28 billion dollars in fiscal years in 2019.

We have a public-facing website that explains our various benefits for:

• Health benefits

• Financial benefits and perks

• Time off and leave policies

• Parental benefits

• Perks and discounts

• Visit salesforcebenefits.com for the full breakdown

*LI-Y

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.