Sr. Manager- Isv Business Development Emerging

**Job Category **:Alliances & Channels

**Job Details**:
The ISV organization is comprised of highly diverse, dedicated, accountable and collaborative alliances professionals committed to our vision of recruiting, building, and enabling partners to “build great businesses” on the Salesforce platform.

The Emerging Technology team supports Independent Software Vendor (ISV) partners in the evaluation, adoption, and go-to-market motions related to Salesforce emerging technologies, and works closely with our internal business partners to implement programs aligned with these efforts.

**Role Description**:
This is a player-coach role, responsible for managing a small team that recruits new partners through both inbound and outbound efforts as well as owning the recruitment process for select partners on your own.

Salesforce offers a fast-paced, innovative environment where you will be provided the tools, resources, and leadership to recruit new ISVs and take your career to the next level.

**Responsibilities**:

- Management responsibilities:

- Front-line leadership, leading 2-3 business development team members conducting targeted outbound recruitment, negotiating complex contracts, and following up on strategic inbound leads as needed
- Further defining the emerging tech qualification and recruitment process, including rules of engagement with other partner recruitment motions
- Collaborate and build plays to facilitate execution by business development team
- Develop business development team to grow skills needed to build a successful career in alliances
- Coach team in building external and internal relationships to drive pipeline
- Work closely with AppExchange Recruitment Marketing on campaigns to drive and increase partner leads
- Participate in strategic planning regarding the future of Emerging Tech and Emerging Tech Recruitment, including identifying behavior patterns and problems, and offering solutions
- Individual Contributor responsibilities:

- Develop deep understanding of Salesforce products covered by recruitment team
- Onboard & Contract Enterprise Companies to become ISV Partners
- Enable partners to launch on the AppExchange and drive initial revenue for partnership
- Identify partners with high potential to drive ACV
- Work cross-functionally across business development, PAMs, Legal, ISV support teams, Technical Platform Experts, and other internal collaborators such as direct sales to run enterprise lead onboarding
- Achieve quarterly targets and metrics outlined by the business

**Experience Required**:

- 4+ years of SaaS platforms/solutions in alliances, sales, customer success, account management, or equivalent roles
- Experience leading complex projects to completion
- Experience with Salesforce platform
- Experience in channel sales environment
- Experience managing a team of sales development professionals a plus
- Experience with marketing or product lifecycle a plus

**Desired Skills**:

- Strong organization, planning, execution, and influencing skills
- Comfort with ambiguity, possesses a problem-solving mindset, and adaptable, with the ability to pivot to respond to business needs
- C-Level presence across Product, Business Development, Sales, Marketing, Legal and Finance
- Consistent track record of building, developing, and managing impactful teams
- Proven consultative sales solution skills, including the ability to drive urgency and a deal forward to execution
- Ability to run executive leadership meetings and manage multiple internal stakeholders.
- History of building strong internal relationships in a highly matrixed, global organization
- Strong time management skills
- Excellent written and verbal communication skills

**Accommodations**:
**Posting Statement**:
At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at Salesforce and explore our benefits.

Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.