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Job Category
Program & Project Management
Job Details
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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. 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
Accommodations
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We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants are welcome to opt-in to the interview scheme as part of the application process. If you would like to apply under the scheme, please click the link to the Accommodations Request Form above and scroll to the UK Disability Confident Scheme section within the form.
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