Alliances - Partner Account Senior Manager

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The PSM will be responsible for developing and leading our end-to-end partner strategy for the public sector Australian States and Education Business segment. This includes developing the Alliances Strategy and Go-To-Market plan, sales team alignment, supporting channel organisations (such as partner marketing and partner enablement), and other key collaborators.
The PSM’s responsibility will be to be an advisor to our sales teams on existing partner industry and capability and future needs. They will drive the execution of revenue-driving programs and initiatives with partners for the territory. The PSM will be responsible for evangelising Salesforce’s value proposition to partners and facilitating the partner ecosystems’ value proposition within Salesforce and affiliated companies. Key to the position is developing a deep understanding of our ecosystem for Australian States and Education Public Sector and effective collaboration with multiple cross-functional team members, including sales, alliances, customer success, marketing, legal, and operations.
This is a key and 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 partner ecosystem across the Australian States and Education Public Sector.
Key Responsibilities:

• Work with local leaders from across the Australian States and Education sector to develop a strategy and plan to deliver ongoing customer success with our partner ecosystem

• Take partner sales plays, offerings and industry  assets/solutions and align with our Salesforce teams (Partner Account Managers, Sales, Account Executives, Customer Success, Industry Teams, Mulesoft, Tableau, etc.)

• Drive a partner marketing plan aligned with the needs of the business and ecosystem objectives

• Manage and deliver Accelerated pipeline and build a plan for ACV growth tied to the territory’s strategies and initiatives in close alignment with internal collaborators and partners

• Identify target accounts and white space plans with sales and partner leadership to drive execution and governance

• Conduct regular cadence between the Partner & Salesforce collaborators and adjust strategies

• Ensure effective and timely internal & external communication and coordination of Salesforce’s ecosystem strategy & execution results

• Identify partner enablement needs and align with internal resources to fill the gaps

Ideal experience & attributes:

• Previous experience & successful track record in a Sales role, exceeding sales or partner revenue targets

• Broad-based business and technology expertise with a deep understanding of alliance management,  or consulting, in the Public Sector/Government vertical

• Strong C level executive engagement and business development skills; consistent record to understand different partner GTM models.

• Experience with GSI consulting organisations, preferably with Cloud SaaS based solutions

• Demonstrated deep industry knowledge of the Australian Public Sector market

• Effective influencing skills to collaborate with multiple Sales teams driving and building a successful partner ecosystem.

• Sound eye for business skills; thrive in a fast-paced, dynamic work environment, a true focus on getting results

• Strategic problem solver who is able to blend consulting and business strategy to develop compelling plans for new partner initiatives.

• Excellent spoken and written communication, interpersonal, relationship-building skills, confidently engaging at the executive level

• Able to think outside of the box, creating and building differentiated relationships with partners in the ecosystem

• Health, Life, Trauma, and Income Insurance
• Monthly Wellness Allowance
• IVF, Adoption, and Fertility Preservation Support
• Flexible time off & leave policies
• Parental benefits
• Perks and discounts

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