Partner Development Manager, EMEA, Salesforce Global Partnership

Google; London; On-site; GBP 80,000 - 120,000; Full time

Job summary

A global technology company is seeking an EMEA Partner Development Manager to coordinate partnerships with Salesforce and drive regional sales execution. You will develop Go-To-Market strategies and collaborate with marketing to source leads. Ideal candidates have extensive experience in partnership management and cloud-based services, alongside strong communication skills. This role offers an opportunity to work in a dynamic environment, influencing product offerings across EMEA.

Qualifications

• 10 years of experience in managing partnerships.
• 7 years of experience with cloud-based ISV partnerships.
• Experience driving enablement programs to meet business goals.

Responsibilities

• Coordinate the engagement with Salesforce in EMEA.
• Own the co-sell revenue number for EMEA.
• Collaborate with marketing stakeholders for lead sourcing.

Skills

Managing partnerships

Cloud-based ISV partnerships

Salesforce product knowledge

Problem-solving

Communication skills

Presentation skills

Education

Bachelor's degree or equivalent

Master's degree or other advanced degree

Job description

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Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in managing partnerships.
• 7 years of experience with cloud-based ISV partnerships or Cloud Marketplaces.
• Experience with Salesforce's product portfolio, or similar solutions in the CRM, Customer Service, Sales, or ERP domains.
• Experience driving enablement programs with partners to meet or exceed business goals, and launching new go-to-market offerings.

Preferred qualifications:

• Master's degree or other advanced degree.
• Experience at Salesforce or previous roles with direct responsibility for the partnership with Salesforce.
• Experience in one or more industry verticals (e.g., Retail, Consumer Packaged Goods, Financial Services, Healthcare & Life Sciences, Media & Entertainment, Telecommunications).
• Demonstrated ability to navigate sophisticated and nuanced business conversations in support of Software-as-a-Service solutions.
• Excellent problem solving, communication, and presentation skills with the ability to collaborate effectively across organizational boundaries.

About the job

Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV, and Commerce.

The EMEA Partner Development Manager (PDM) plays a critical role in Google Cloud's strategic relationship with Salesforce. This role is responsible for driving regional sales execution, ensuring strategic alignment with global teams, and fostering strong relationships with Salesforce's regional leaders and field teams in Europe, Middle East, & Africa (EMEA).

The PDM will be responsible for the creation of the strategic Go-To-Market (GTM) plan and work across the different Salesforce teams and with peers in the sales, specialist, and marketing organizations to drive the plan, in alignment with our growth imperatives. The PDM will work within a dynamic environment, adapting their approach to the goals and regional nuances of each market in EMEA.

The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google's Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google's own Product teams with essential partnerships to help Google's user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments, and more. Teams create product-enabling partnerships, go-to-market strategies, and incubate business growth for a variety of products.

Responsibilities

• Own and be accountable for the coordination of the 360-degree engagement with Salesforce in EMEA, collaborating closely with Google Cloud Sales and Procurement, and maximizing the strategic value of the partnership across sell-to, buy-from, and co-sell.
• Identify and scope the opportunity for new Salesforce deployments in additional regions on Google Cloud in EMEA.
• Own the co-sell revenue number for EMEA. Be accountable to develop and execute the EMEA Go-To-Market plan.
• Collaborate with marketing stakeholders and build a plan that sources new leads/opportunities for Salesforce on Google Cloud. Collaborate with SI partner teams at Google and at Salesforce to ensure GTM alignment and 3-way sales-plays.
• Leverage tools such as propensity analysis and account mapping to qualify and refine the regional pipeline across each sub-region/industry in EMEA.