Partner Account Manager

December 3, 2024

About Salesforce

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This is a unique opportunity for an alliance professional experienced in managing consulting and technology partnerships. The individual will own relationships with partners based in UKI, Northern, and Central Europe to drive successful outcomes for Heroku and our customers.

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They will work collaboratively with partners, Heroku, and Salesforce team members to ensure successful customer implementations and to grow revenue with our ecosystem. The Partner Account Manager will build joint business plans with our partners and develop the appropriate enablement activities to ensure partners are set up for success. They will promote partner capabilities internally and support the Heroku and Salesforce sales teams with partner engagement. This role will require heavy cross-functional collaboration, bringing team members across sales, product, professional services, and alliances into conversations with Heroku partners to ensure customer success every step of the way.

Primary Responsibilities:

Develop, implement, and iterate on sales plays to help Heroku sellers close joint pipeline with partners
Maintain a keen understanding of the outstanding capabilities of Heroku GSIs, regional SIs, and boutique consulting firms
Serve as a subject matter expert on Heroku technology partner solutions and effectively communicate their value to Salesforce and Heroku partners
Facilitate and improve coordination between Heroku SI and technology partners and sales teams in order to create lasting relationships
Develop and maintain relationships with Salesforce sales and alliances team members; continually keep up with changing sales priorities and map back to Heroku partner capabilities
Be active in the field, continually seeking out new opportunities for Heroku partners to solve customer problems and enabling internal teams on the value
Collaborate with cross-functional teams, including sales, marketing, and product, to develop and execute partner go-to-market programs and strategies
Stay updated on industry trends and competitor activities to advise partnership strategies and identify potential risks
Handle day-to-day relationships with systems integrators and technology partners strategic to Heroku
Deepen relationships with emerging partners to ensure Heroku customers have the depth and breadth of solutions and expertise required for their Heroku projects
Enable partners to grow in their Heroku knowledge; build opportunities for partners to be educated on Heroku
Conduct internal enablement and build resources so sales teams are armed with the latest knowledge about Heroku partners
Lead partner development, including certifications, expansion of capabilities, and growth within the Salesforce and Heroku partner programs

The ideal candidate will have:

Attention to detail
Strong follow-through
Demonstrated sales and business development skills
In depth experience with and knowledge of the SI landscape
The ability to develop and complete strategic sales plays based on business priorities and partner capabilities
Desire to work in a fast-paced environment; comfort with ambiguity
Strong orientation toward technology; ability to quickly learn and understand new products and tools
A strong sense of integrity and executive presence
A passion for Salesforce, Heroku, our values, and especially the role partnerships play in our success
An entrepreneurial, innovative, and scrappy disposition
Ability to generate trust and build relationships
Ability to rapidly respond to changing business needs across all areas of execution
A team-oriented demeanor
Outstanding and effective interpersonal skills; strong communication skills both verbal and written
Ability to effectively tailor messaging based on the audience and subject matter
Results-oriented attitude
Emotional intelligence, humility, and empathy

Desired skills and experience:

8+ years of channel experience in the technology or software sector working in an alliance or channel environment
Experience running partnerships with consulting partners
Demonstrated history of delivering successful programs that result in measurable business value
Strong influencing skills; ability to align stakeholders

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