Alliances Director

Accountabilities

• • Build and strengthen strategic relationships with Salesforce AVPs, RVPs, CSMs, cloud leaders, and other key ecosystem stakeholders.
  • Establish the organization as a trusted referral and co-selling partner for Agentforce Revenue Management and related Salesforce solutions.
  • Design partner maps, co-sell strategies, and repeatable plays that Salesforce field teams can execute with minimal operational effort.
  • Drive partner-sourced and partner-influenced pipeline across Strategic, Enterprise, Growth, and Commercial segments.
  • Lead joint account planning, quarterly business reviews, field enablement, and other activities designed to generate measurable commercial outcomes.
  • Own Salesforce partner tier health, partner account management relationships, certification investment strategy, and related ecosystem priorities.
  • Monitor the competitive systems integrator landscape and develop strategies to differentiate the organization within the Salesforce ecosystem.
  • Direct the priorities and activation efforts of the Channel Marketing Manager, ensuring the partner-facing team remains focused on field and revenue outcomes.
  • Partner closely with Sales on account planning, opportunity development, pursuit strategy, and pipeline generation.
  • Collaborate with Offerings and other internal teams to maintain strong, differentiated positioning across the partner ecosystem.
  • Provide revenue leadership with clear visibility into partner pipeline health, performance, market dynamics, and field intelligence.
  • Build scalable alliance processes, operating rhythms, and playbooks that strengthen partner performance over time.
  • Hold the partner-facing team accountable for measurable business outcomes rather than activity or output alone.

  Requirements

  • 8+ years of experience in alliances, channels, partnerships, or related commercial roles, ideally within or alongside a Salesforce systems integrator or consulting organization.
  • Demonstrated success converting Salesforce field relationships into measurable co-sell, partner-sourced, or partner-influenced pipeline.
  • Strong understanding of Salesforce partner program mechanics, including partner tiering from Registered through Summit, certifications, Partner Account Manager relationships, and the Partner Community.
  • Experience working directly with Salesforce field organizations and across segments such as Commercial, Enterprise, Strategic, Mid-Market/SMB, Public Sector, or industry-aligned teams.
  • Experience leading or directing a channel or partner marketing function and holding the team accountable to commercial results.
  • Familiarity with Product-to-Cash and an understanding of how systems integrators differentiate themselves within the Salesforce ecosystem.
  • Strong commercial judgment and the ability to identify which relationships, activities, and opportunities are most likely to generate revenue.
  • Proven ability to operate independently, establish structure in ambiguous environments, and develop alliance strategies and playbooks from the ground up.
  • Excellent relationship-building skills, with the ability to establish credibility and maintain trusted relationships with senior partner stakeholders.
  • Clear and persuasive communication skills across sales, marketing, leadership, and external partner audiences.
  • Collaborative leadership style with a strong focus on accountability, measurable outcomes, and continuous improvement.
  • Comfortable traveling up to 50% during peak periods, particularly around Salesforce QBR cycles and major ecosystem events.

  Benefits

  • Competitive compensation package aligned with experience, skills, and market conditions.
  • Comprehensive employee benefits.
  • Flexible paid time off designed to support a healthy work-life balance.
  • Monthly home office stipend.
  • Employer-matched 401(k) retirement plan.
  • Comprehensive medical, dental, and vision coverage.
  • Adoption assistance.
  • Flexible work environment designed to support employees across the United States.
  • Employee-led communities and mentorship opportunities.
  • Continuous learning and professional development support.
  • Opportunity to work with experienced professionals across sales, marketing, consulting, and technology.
  • High-ownership environment where alliance strategy and commercial performance have a direct impact on business growth.
  • Inclusive, people-first culture committed to collaboration, diversity, and equal opportunity.