Cloud Account Executive - Partner Cloud

Leadout Capital; Greater London; On-site; GBP 65,000 - 110,000; Full time

Job summary

Leadout Capital's Partner Cloud team is seeking an Account Executive to sell Salesforce Customer 360, PRM, PRM+, and ChRM to partners and resellers, driving revenue growth and optimizing channel operations. You will cultivate trusted relationships with senior stakeholders, manage warm leads and whitespace, coordinate with Salesforce specialists, and demonstrate value through the partner ecosystem.

Fluency in English and at least six years of full-cycle SaaS sales experience are required;

Qualifications

• 6+ years of full-cycle SaaS sales experience.
• Experience selling into indirect channels (resellers, distributors, dealers).
• Strong stakeholder management and negotiation skills.

Responsibilities

• Build relationships with senior stakeholders in assigned accounts.
• Drive revenue growth through PRM/PRM+, and Channel initiatives.
• Coordinate with Salesforce specialists to meet customer needs.
• Develop account plans aligned to channel objectives.
• Articulate ROI of partner ecosystem investments.

Job description

Our Partner Cloud team focuses on helping companies that rely on indirect sales channels optimize their revenue growth through Salesforce’s Partner Relationship Management (PRM), PRM+, and Channel Revenue Management (ChRM) solutions. You will have the opportunity to work in a fast-paced team with a variety of customers and receive personalized training and career opportunities. This role involves selling channel revenue management solutions, which include:

• Salesforce Partner Ecosystem Management- PEM (includes PRM, Partner Tracks, Unified Incentives, Account Planning, etc.)
• Salesforce Channel Revenue Management (ChRM)
• Related Cloud offerings as part of the Customer 360 platform where applicable

Day to Day
Our Account Executives engage with existing customers and new leads to sell the Salesforce Customer 360 platform, with a specialized focus on driving revenue growth through partner ecosystems and optimizing channel operations. They build positive, trusted relationships with both key team members and c-suite decision makers within their area, and help customers realize value from their Salesforce investments. Key stakeholders may include Head/VP/SVP of Channel Sales, Head of Channel Partnerships, CIOs, CROs, Finance Leaders, CFOs, and Rebate/Incentive Managers.
You will use your skills to develop opportunities through both warm leads and whitespace prospecting, focusing on companies that sell through resellers, distributors, managed service providers, dealers, independent brokers, or agents. 75% of the world’s commerce flows through the indirect sales channel. Your daily activities will include:

• Developing key customer stakeholder relationships and driving customer satisfaction at assigned accounts, specifically focusing on their channel sales and partner strategies
• Developing and driving the overall long-term strategy for the account, aligned to customer business objectives related to channel revenue optimization, partner engagement, and profitability
• Coordinating internal Salesforce resources, such as specialists in channel revenue management, to meet customer business needs
• Performing account planning at assigned accounts, coordinating with Prime and Cloud sales resources to ensure strategic alignment on channel initiatives
• Sharing the Salesforce value proposition for channel revenue management solutions, highlighting benefits such as streamlining the entire partner lifecycle, driving ecosystem growth, maximizing profitability, simplifying partner workflows with automation, speeding up real-time collaboration, improving partner productivity, gaining end-to-end visibility into channel inventory, incentives, and pricing, and maximizing profits through automated rebate management
• Addressing customer pain points such as inefficient partner strategy, difficulty retaining partners, lead routing issues, poor data quality affecting partner deals, challenges communicating with partners, complex tech stacks for channel management, difficulty engaging partners effectively, and excessive manual administrative work
• Driving growth within assigned accounts by identifying opportunities to expand the use of PRM, PRM+, and ChRM solutions
• Leveraging AI features within the platform to demonstrate value, such as lead scoring and pipeline inspection for partners
• Positioning Partner Tracks as an add-on to existing PRM customers to optimize partner enablement, develop and expand partners, and improve revenue per channel

Preferred Qualifications

• Minimum 6 years of full cycle sales experience in complex and/or SaaS environments
• Fluency in English required
• Ability to strategise with a large extended team
• Experience selling into companies with indirect sales channels (resellers, distributors, dealers, etc.) is a strong plus
• Experience selling CRM, PRM, or Channel Management solutions is highly desirable
• Understanding of channel sales processes, partner programs, incentives, and inventory/pricing challenges in indirect channels
• Experience will be evaluated based on the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)