AWS Partner Account Manager EMEA

Salesforce is seeking a Partnership Account Manager with the ambition, experience, and agility to accelerate one of our most strategic technology partnerships. This individual will drive the success of our mutual customers by working with our joint field teams to identify, accelerate, and grow the adoption of our integrated point solutions for LOB and comprehensive, full-stack platform interoperability. Partner Account Manager is a high-visibility role responsible for building the GTM strategy, collaborating with sales executives, and influencing internal stakeholders across Sales, Marketing, Strategy, and Enablement to deliver initiatives. This is a highly cross-functional role that requires broad business acumen and a strong aptitude for working through ambiguity.

BUSINESS NEED

AWS is Salesforce's largest customer, vendor, and partner. Our extensive partnership focuses on driving the success of our mutual customers by making it easier to buy and build across the Salesforce and AWS platforms, transforming the business of our customers both through integrated point solutions for LOB and comprehensive, full-stack platform interoperability.

Our AWS partnership requires a seasoned business leader who can help our customers drive meaningful business outcomes from our partnership. The scale and complexity of the global AWS + Salesforce partnership requires dedicated experts to engage our sales leadership and priority customers directly to ensure the partnership is being leveraged effectively as well as establish scalable processes to help increase the co-sell impact of AWS + Salesforce. Success will be determined by the ability to drive net new AWS and Salesforce wins, expand existing opportunities, build scalable activation, and drive adoption and growth of our joint platforms.

DEPARTMENT DESCRIPTION

The Salesforce Strategic Technology Partnerships team establishes, grows, and executes transformational partnerships for Salesforce globally. Our partnerships drive revenue, increase customer success, deliver innovative product roadmap, elevate our brand, and differentiate our company. Our team creates new ways of operating as a business, solves critical and complex problems, and supports our most impactful corporate priorities. Our team values trust, grit, agility, and inclusivity.

RESPONSIBILITIES

Build and maintain AWS marketplace demand generation and pipeline
Establish and execute AWS co-sell programs
Develop distribution co-sell "how-to" content to drive opportunity identification, opportunity expansion, deal wins, and customer adoption of joint solutions
Connect and maintain relationships between top-to-top sales leaders across Salesforce and AWS
Influence sales leaders to evangelize the partnership with their teams and customers
Support sales teams in priority deals and partnership enablement
Bring the voice of the customer back to partnership activities through executive engagement and aggregate customer feedback - find the problems to solve that unlock opportunities (SICs, customer meetings)
Establish relationships with in-region GSIs to help customers effectively execute partnership transformation and mine real-world use cases
Initiate engagement of OU-aligned teams to scale partnership activation
SME for partnership assets including FAQs, FCD, Sellers Guide, Sales Plays, etc.
Targeted customer outreach for partner event engagement (proprietary, 3rd party, executive events)

DESIRED SKILLS

Expertise in Salesforce products and/or other SaaS and B2B technology platforms
Excellence written and verbal
Executive presence
Proven experience working across large enterprise organizations
Experience working with AWS Marketplace
Get-it-Done confidence to pick up and lead new projects even in the face of ambiguity
Self-motivated, collaborative, and able to excel under high-pressure situations
Ability to inspire optimism, fun, and the desire to always be learning

PROFESSIONAL EXPERIENCE:

10+ years experience in an enterprise technology organization
Strong business acumen to drive partnership GTM strategy and execution
Knowledge and experience working with Salesforce
* Knowledge and experience working with public cloud providers (ie AWS, Google)

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