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VP Alliances and Channels, DACH
Alliances and Partner Management
Germany - Dusseldorf
Germany - Frankfurt
Germany - Munich
Germany - Remote

Regional Vice President A&C Partner Sales - DACH


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POSITION SUMMARY

The RVP Alliances and Channels DACH Partner Sales will be responsible for leading a team who develop and execute on joint go‐to‐market strategies with Salesforce Sales leadership, Systems Integrator, Reseller and ISV Business Partners for the entire DACH region.

The leader will have extensive experience to facilitate the development of joint solutions and business plans with Sales to grow ACV , customer success and renewal targets through the partner ecosystem. Qualifications include both sales, alliances/channels and marketing experience supporting integrated hardware and software solutions in the enterprise market.

The RVP Alliances and Channels DACH Partner Sales will : develop and lead teams which will facilitate joint selling between partner and direct sales teams in order to drive growth through a leveraged partnering model; identify and develop account targets, define the value and industry proposition, and engage and train sales teams on the GTM solutions; establish rules of engagement and operational escalation procedures to quickly identify and resolve issues; monitor partner’s business results, making recommendations for improvements to increase market penetration.

Key to the position is strong leadership capabilities which include building, cultivating and maintaining a high performance team, establishing team objectives, coaching for success, and managing joint‐selling initiatives. This leader must have a successful track record of: collaborating with multiple cross‐functional stakeholders, including sales, marketing, product and operations; interacting regularly with senior level leaders and C‐level management to ensure GTM objectives are met. She/he must maintain a deep understanding of Salesforce technology and be able to articulate Salesforce propositions to partner.

KEY RESPONSIBILITIES:
  • Cultivate, lead and maintain a high performing and engaged and motivated team
  • Develop strategies that result in long‐term strategic partnerships between Salesforce, partners and sales
  • Ensure team attains quarterly and annual Partner Sales targets
  • Build, influence and direct a GTM model that includes specific GTM business plans, managing cross-functional teams across partner organizations and Salesforce business units
  • Actionable Planning which will include development of joint solutions, sales training/education, and pipeline generation
  • Manage Partner relationships to maximize revenue and to ensure partner commitment
  • Initiate joint account planning and strategy sessions liaising with regional sales leads
  • Initiate and conduct sales readiness training events
  • Collaborate with marketing to plan marketing events
  • Actively manage opportunity pipeline against Sales and Alliances objectives/metrics to exceed quarterly targets


REQUIRED SKILLS/EXPERIENCE:

The successful candidate will have a proven track record of leading and building partnerships and associated revenue in a high growth technology organization. This individual must exhibit leadership qualities that inspire collaboration and trust to influence multiple stakeholders to support the alliances/sales strategy.
  • Extensive experience in the following areas within the DACH region: channel sales, channel account management, marketing, business development/sales
  • Experience creating differentiated and successful channel account management plans and relationships with partners
  • Experience working with enterprise application systems integrators and resellers
  • Demonstrated ability to drive significant increase in revenue through reseller partnerships
  • Ability to create credible business cases highlighting revenue growth opportunities
  • Capable of building and maintaining strong relationships with a diverse set of internal and partner constituencies including senior level executives, legal, finance, support, sales and marketing experts
  • Ability to influence functional groups to a shared vision
  • Broad‐based business and technology expertise with 15+ years of consulting, management or business leadership experience with a track record of driving business development
  • High‐energy and passion for the business
  • Knowledge of Salesforce technology and applications products/solutions, platform and SaaS
  • Ability to build and manage C‐level business relationships
  • Strong presentation skills
  • Excellent spoken and written communication, interpersonal, and relationship building skills
  • Undergraduate degree or equivalent experience

Would you like to apply to this job?

Apply for the VP Alliances and Channels, DACH position


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