Partner Sales Acceleration Manager, Indonesia

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Sales Job Details
About Salesforce We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you've come to the right place.
The Worldwide Alliances & Channels organisation at Salesforce provides global leadership developing partnerships with our Strategic Consulting Partners, System Integrator Partners and ISV Partners. Salesforce works closely with our ecosystem partners to create and deliver assets to drive customer success for specific industries/territories.

The Partner Sales Manager (PSM) is responsible for driving the strategic development of our sales engagement with Partners within industries/territories. The Role
The PSM will be responsible for developing and managing our end-to-end partner strategy for the Enterprise and Commercial Business segment in Indonesia. This includes developing the Alliances Strategy and Go-To-Market plan, sales team alignment, supporting channel organisations (such as partner marketing and partner enablement), and other key stakeholders.
The PSM's responsibility will be to be an advisor to our sales teams on existing partner industry and capability and future needs. They will drive the execution of revenue-generating programs and initiatives with partners for the territory. The PSM will be responsible for evangelising Salesforce's value proposition to partners and facilitating the partner ecosystems' value proposition within Salesforce and affiliated companies. Key to the position is developing a deep understanding of our ecosystem for effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.
This is a key strategic role that requires a balance of strategy with a strong roll-up your sleeves and 'get it done' mentality. Success requires the design and execution of a plan to develop and accelerate the growth of our partner ecosystem across all segments of our business.
You are a highly motivated team player who loves a fast paced, cross-functional environment. You have the ability to establish broad senior level relationships. You have a proven track record on delivering results and getting things done. You are smart, have strong business acumen, multitask, with the ability to make a notable impact within your first 90 days at Salesforce. You are able to effectively communicate and build relationships with SI, ISV partners and executive leaders in the partner ecosystem. Key Responsibilities: Work with market sales leaders to develop a strategy and plan to deliver ongoing customer success with our partner ecosystem
Take partner sales plays, offerings and industry assets/solutions and align with our Salesforce teams (Partner Account Managers, Sales, Account Executives, Industry Teams, Mulesoft, Tableau, etc.)
Drive a partner marketing plan aligned with the needs of the business and ecosystem objectives
Manage and deliver Sourced pipeline and build a plan for ACV growth tied to the territory's strategies and initiatives in close alignment with internal stakeholders and partners
Identify target accounts and white space plans with sales and partner leadership to drive execution and governance
Conduct regular cadence between the Partner & Salesforce stakeholders and adjust strategies
Ensure effective and timely internal & external communication and coordination of Salesforce's ecosystem strategy & execution results
Understand the breadth and depth of the partner ecosystem and develop a plan to recruit partners
Identify partner enablement needs within the territory and align with internal resources to build out a plan
Qualifications/Experience: Extensive external sales experience across a variety of industries, with experience in Cloud SaaS based solutions
Strong executive selling and business development skills; proven ability to understand different partner GTM models.
A proven track record in CXO engagement and interaction
Proven ability to build, lead and execute strategy in a cross-functional environment.
Demonstrated analytical, organisational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and has substantial impact on investments and program effectiveness.
Demonstrable proof of producing measurable results of influenced revenue or growing a business
Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organisation.
Strong drive, excellent communication skills and character qualities that match with company core values and inspires others to follow and act
Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.
Demonstrated experience in an alliance or channel management roles
Industry experience (such as retail, consumer goods, construction, financial services, etc) with a proven track record of success including direct sales experience.
Fluent Bahasa speaking skills is essential
Deskripsi Pekerjaan - A&C - Partner Sales Manager
Organisasi Aliansi & Saluran Seluruh Dunia di Salesforce menyediakan kepemimpinan global yang mengembangkan kemitraan dengan Mitra Konsultan Strategis, Mitra Integrator Sistem, dan Mitra ISV kami. Salesforce bekerja sama dengan mitra ekosistem kami untuk menciptakan dan memberikan aset guna mendorong kesuksesan pelanggan untuk industri/wilayah tertentu. Partner Sales Manager (PSM) bertanggung jawab untuk mendorong pengembangan strategis keterlibatan penjualan kami dengan para Mitra di dalam industri/wilayah tertentu.
Peran PSM akan bertanggung jawab untuk mengembangkan dan mengelola strategi mitra menyeluruh untuk segmen Enterprise dan Bisnis Komersial di Indonesia. Hal ini mencakup pengembangan Strategi Aliansi dan rencana Go-To-Market, penyelarasan tim penjualan, organisasi saluran pendukung (seperti pemasaran mitra dan pemberdayaan mitra), dan pemangku kepentingan utama lainnya.
Tanggung jawab PSM adalah menjadi penasihat bagi tim penjualan kami mengenai industri dan kemampuan mitra yang ada serta kebutuhan di masa depan. Mereka akan mendorong pelaksanaan program dan inisiatif yang menghasilkan pendapatan dengan para mitra di wilayah tersebut. PSM akan bertanggung jawab untuk mengedepankan proposisi nilai Salesforce kepada para mitra dan memfasilitasi proposisi nilai ekosistem mitra di dalam Salesforce dan perusahaan-perusahaan afiliasi. Kunci dari posisi ini adalah mengembangkan pemahaman yang mendalam tentang ekosistem kami untuk kolaborasi yang efektif dengan berbagai pemangku kepentingan lintas fungsi, termasuk penjualan, aliansi, pemasaran, hukum, dan operasional.
Ini adalah peran strategis utama yang membutuhkan keseimbangan strategi dengan menyingsingkan lengan baju dan mentalitas 'selesaikan semuanya' yang kuat. Keberhasilan membutuhkan desain dan pelaksanaan rencana untuk mengembangkan dan mempercepat pertumbuhan ekosistem mitra kami di semua segmen bisnis kami.
Anda adalah pemain tim yang memiliki motivasi tinggi dan menyukai lingkungan yang serba cepat dan lintas fungsi. Anda memiliki kemampuan untuk membangun hubungan tingkat senior yang luas. Anda memiliki rekam jejak yang terbukti dalam memberikan hasil dan menyelesaikan sesuatu. Anda cerdas, memiliki ketajaman bisnis yang kuat, mampu melakukan banyak hal, dan mampu memberikan dampak yang signifikan dalam 90 hari pertama Anda di Salesforce. Anda mampu berkomunikasi secara efektif dan membangun hubungan dengan SI, mitra ISV, dan pemimpin eksekutif dalam ekosistem mitra.
Tanggung Jawab Utama: Bekerja dengan para pemimpin penjualan pasar untuk mengembangkan strategi dan rencana untuk memberikan kesuksesan pelanggan yang berkelanjutan dengan ekosistem mitra kami
Mengambil peran penjualan mitra, penawaran, dan aset/solusi industri serta menyelaraskannya dengan tim Salesforce kami (Manajer Akun Mitra, Penjualan, Eksekutif Akun, Tim Industri, Mulesoft, Tableau, dll.)
Mendorong rencana pemasaran mitra yang selaras dengan kebutuhan bisnis dan tujuan ekosistem
Mengelola dan memberikan pipeline Sourced dan membangun rencana untuk pertumbuhan ACV yang terkait dengan strategi dan inisiatif wilayah yang selaras dengan pemangku kepentingan internal dan mitra
Mengidentifikasi akun target dan rencana white space dengan penjualan dan kepemimpinan mitra untuk mendorong eksekusi dan tata kelola
Melakukan pertemuan rutin antara pemangku kepentingan Mitra & Salesforce dan menyesuaikan strategi
Memastikan komunikasi internal & eksternal yang efektif dan tepat waktu serta koordinasi hasil strategi & eksekusi ekosistem Salesforce
Memahami luas dan kedalaman ekosistem mitra dan mengembangkan rencana untuk merekrut mitra
Mengidentifikasi kebutuhan pemberdayaan mitra di dalam wilayah dan menyelaraskan dengan sumber daya internal untuk membangun rencana
Kualifikasi/Pengalaman: Pengalaman penjualan eksternal yang luas di berbagai industri, dengan pengalaman dalam solusi berbasis Cloud SaaS
Keterampilan penjualan eksekutif dan pengembangan bisnis yang kuat; kemampuan yang telah terbukti untuk memahami model GTM mitra yang berbeda.
Rekam jejak yang terbukti dalam keterlibatan dan interaksi dengan CXO
Kemampuan yang telah terbukti untuk membangun, memimpin, dan menjalankan strategi dalam lingkungan lintas fungsi.
Keterampilan analitis, organisasi, dan manajemen proyek yang terbukti, menggunakan informasi yang relevan untuk membuat keputusan tepat waktu dan kritis yang memengaruhi tim lintas fungsi dan memiliki dampak substansial pada investasi dan efektivitas program.
Bukti yang dapat dibuktikan dalam menghasilkan hasil yang terukur dari pendapatan yang dipengaruhi atau mengembangkan bisnis
Kemampuan untuk membangun dan mempertahankan hubungan kerja yang positif sambil memberikan hasil dalam organisasi global yang sangat kompleks dan bermatriks.
Dorongan yang kuat, kemampuan komunikasi yang sangat baik dan kualitas karakter yang sesuai dengan nilai-nilai inti perusahaan dan menginspirasi orang lain untuk mengikuti dan bertindak
Toleransi yang kuat terhadap ambiguitas; mampu fokus dan mengeksekusi dalam lingkungan yang berubah; kemampuan untuk mewujudkan sesuatu.
Memiliki pengalaman dalam aliansi atau peran manajemen saluran
Pengalaman industri (seperti ritel, barang konsumsi, konstruksi, jasa keuangan, dll) dengan rekam jejak keberhasilan yang terbukti termasuk pengalaman penjualan langsung.
Kemampuan berbahasa Inggris yang fasih sangat penting
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About Us We're Salesforce, the Customer Company, inspiring the future of business with AI + Data + CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you've come to the right place.