Commercial / Enterprise Account Executive, Partner Cloud, PRM, & Channel Revenue Management

Salesforce, Inc..; San Francisco (CA); Hybrid; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking an Account Executive to drive revenue growth through innovative channel revenue management solutions. In this dynamic role, you will engage with customers and partners, leveraging your sales expertise to optimize their channel operations. You will build trusted relationships with key stakeholders, addressing their pain points and ensuring customer satisfaction. With a focus on collaboration and strategic alignment, this position offers a unique opportunity to make a significant impact in the indirect sales channel. Join a company that values your growth and invests in your success through comprehensive training and development programs.

Qualifications

• 5+ years of full cycle sales experience is essential.
• Strong understanding of channel sales processes and partner programs.

Responsibilities

• Engage with customers to sell the Salesforce Customer 360 platform.
• Develop key customer relationships focused on channel sales strategies.
• Drive growth within existing accounts by expanding PRM and ChRM solutions.

Skills

Full cycle sales experience

Strategizing with extended teams

Selling into indirect sales channels

CRM and PRM solutions

Understanding of channel sales processes

Job description

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.

Our Partner Cloud team will be specifically focused 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 various customers and receive personalized training and career opportunities.

This role involves selling channel revenue management solutions, which include:

• Salesforce PRM+ (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

Note: By applying to this Account Executive posting, recruiters and hiring managers who support multiple cloud offerings across the organization hiring Account Executives will review your resume. Our goal is for you to apply once and have your resume reviewed by multiple hiring teams. Please note some of these positions may be office-based, office-flexible or remote depending on the team.

You may be aligned to various clouds that integrate with or benefit from channel revenue management solutions, such as Sales Cloud.

Day to Day

Our Account Executives engage with existing customers and new leads to sell the entire 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 patch, and become naturals at helping 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 drive customer satisfaction at assigned accounts, specifically focusing on their channel sales and partner strategies

• Developing and drive 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 existing 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:

• 5+ years of full cycle sales experience

• Ability to strategize 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.)

Working at Salesforce

Working at Salesforce isn’t all about selling. It’s also about learning, and we heavily invest in you with a month-long immersion and onboarding, including: a week-long product bootcamp, mentorship program, weekly coaching and development programs.