Accenture EMEA Partner Account Senior Director

Job description

Job Category

Alliances & Channels

Job Details

PURPOSE AND OBJECTIVES

The Worldwide Alliances & Channels organization at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners and Service Partners. Salesforce is transforming the industry and the EMEA Accenture Partner Alliance Manager (PAM) is responsible for helping lead this change with responsibility for driving the development and management of our EMEA Strategic Alliance with Accenture.

EXPECTATIONS AND TASKS

The Accenture PAM will be responsible for developing and managing our EMEA alliance with Accenture to include Alliances Strategy and Go-To-Market (GTM) plan, regional sales team alignment, supporting channel organizations, and other key stakeholders. The PAM’s responsibility will be to develop and drive the execution of revenue-driving programs and initiatives, and for evangelizing SFDC’s value proposition within the partner organization and facilitating the partner’s value proposition within SFDC and affiliated companies.

MAJOR RESPONSIBILITIES INCLUDE:

Work with global leaders from Accenture to develop a joint EMEA Accenture strategy and GTM plan that includes investments in Practice Development, co-selling, and development of vertical solutions for Salesforce’s solutions. Work with the SFDC Worldwide Cloud Alliances and Channels team members to execute partner GTM plans in all supported/targeted regions and developing region specific Practice Development plans, driving certification growth and delivering customer success. Take Accenture sales plays, services offering and solutions to defined market units for local partner execution and engagement within Salesforce Industries and field sales teams. Joint Solution Development & Execution - Commercialize vertical solutions or product extensions to leverage Accenture IP and vertical expertise with Salesforce Industries teams. Execute, manage and deliver regional pipeline and revenue tied to global Accenture strategies and initiatives in close alignment with internal and external stakeholders. Drive execution in concert with regional/country ecosystem resources. Identify target accounts and sign off with regional sales and Accenture leadership. Review sales play metrics/effectiveness on recurring basis with Accenture, Partner Sales team, Sales Regions & Business Development teams. Maintain pipeline and dashboards that communicate to Executive Leadership the effectiveness of identified programs and investments. Conduct regular cadence between Accenture & SFDC stakeholders (Sales, Partner Sales, Industry Teams, etc.) Communications - Ensure effective and timely internal & external communication and coordination of SFDC’s ecosystem strategy & execution results. This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed. Coach and lead a team of PAM’s dedicated to the Accenture relationship in EMEA region.

WORK EXPERIENCE

·  12+ years in a channel sales or channel management roles focused on multiple partner types including GSI’s like Accenture, Deloitte, PwC, IBM /or IoP’s like TCS, Infosys and Wipro.
·  Extensive external industry network with 3-5 years of SaaS based solutions and CRM Cloud partner channel sales experience
·  Proven ability to build, lead and execute strategy in a cross-functional environment.
·  Strong tolerance for ambiguity; able to focus and execute in a changing environment ; ability to make things happen.
·  Demonstrated analytical, organizational, and project management skills , using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness.
·  Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
·  Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
·  Strong drive and character qualities that match with company core values and inspires others to follow and act
·  Executive presence to lead and manage the most strategic global partners.
·  Strong executive selling and business development skills; proven ability to understand different partner GTM and Organizational models.
·  Understanding of service offering creation, marketing, lead generation and professional services organization key performance indicators.
·  Willingness to travel and Experienced in Global markets , customs and individual country business protocols and dynamics

EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES

·  MS/MBA or other related advanced degree preferred.

LOCATION

London, UK

EXPECTED TRAVEL

25% - 50%

Posting Statement

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.