Strategic ISV Partner Account Manager

Salesforce; Atlanta (GA); On-site; USD 168,560 - 225,470; Full time

Job summary

Salesforce is seeking a founding-GTM Partner Account Manager to lead consumption-based partnerships across the embedded/OEM ISV portfolio. You will own the pipeline, drive partner-led consumption motions, and shape the playbook rather than inherit one.

You will work directly with the Head of AMER Platform Partnerships to design and execute a market-leading GTM, balancing product and commercial strategies as a new, high-impact role in the AMER region.

Qualifications

• Consumption-model GTM experience with pipeline and revenue in a consumption/usage-based model.
• Ability to hold architecture conversations and differentiate platform capabilities.
• Proven track record closing commercial agreements and driving partnerships.

Responsibilities

• Engage ISV partners with consumption-growth potential and embed Salesforce platform capabilities into their product strategy.
• Commit— negotiate OEM/embedding agreements and PoC/PoV terms with partner leadership.
• Build & Package— translate platform capabilities into partner pricing and packaging narratives.

Skills

Consumption GTM

Technical fluency

Deal execution

Founding-GTM temperament

Hyperscaler background

AI fluency

Complex deals

Job description

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category

Sales

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

About The Role

This is a founding-GTM hire — built for someone who has lived the commercial repercussions of consumption and wants to build the model, not maintain it. You will drive consumption-based partnership programs across Salesforce's embedded/OEM ISV portfolio and contribute to broader consumption motions across the AMER ISV business, working directly with and for the Head of AMER Platform Partnerships.

The title is Partner Account Manager; the mandate is closer to business builder. You own the pipeline, drive partner-led consumption motions, and operate across both product and commercial dimensions. This is a net-new role — you will shape what the playbook looks like, not inherit one.

What You’ll Do

Responsibilities track the consumption path: Engage → Commit → Build & Package → Launch → Scale.

• Engage — Identify and qualify ISV partners with consumption-growth potential; build the business case for embedding Salesforce platform capabilities (Data Cloud, Agentforce, Platform) into their product and distribution strategy.
• Commit — Develop and negotiate OEM/embedding agreements, consumption commit structures, and PoC/PoV terms with partner commercial, product, and engineering leadership. You will be building a first-of-its-kind partner GTM through creative deal structures.
• Build & Package — Work shoulder-to-shoulder with partner product and engineering teams on GTM packaging; translate platform capabilities — Service-as-Software, zero-copy data, Agents — into partner-owned pricing and packaging narratives that drive revenue.
• Launch — Coordinate Salesforce partner solution engineering, ISV Success, and field resources to live deployments; activate the GTM motion in field selling alongside partner-facing teams. You will experiment with new models and quickly pivot to where partners are seeing the most success.
• Scale — Track consumption health across the embedded base; identify upsell, expansion, and net-new business unit opportunities; drive partner tier graduation and deepen partners commitment to the Salesforce platform.
• Dual Mandate — Run your own book of OEM/embedded accounts while contributing to consumption program design, field enablement, and best practice development across the broader ISV team. You will take best practices and share them throughout the ISV and Embedded Partner business.

Must-Have

What You’ll Bring

• Consumption-model GTM — You have carried pipeline and closed revenue in a consumption or usage-based model — PoC/PoV cycles, commit structures, true-ups, experimentation. Not theoretical; you lived the GTM repercussions. Source backgrounds: hyperscalers, cloud platform providers, data warehouse companies, or equivalent.
• Technical fluency — You have worked with or for a deeply technical product. You can hold an architecture conversation, distinguish platform capabilities from basic integration capabilities, and carry a platform-differentiation pitch independently.
• Deal execution — You own outcomes. You have structured and closed commercial agreements — not just managed relationships or reported on activity. You are as comfortable running at quarter close dates as you are building long-term strategic partnerships.
• Founding-GTM temperament — You thrive in zero-to-one. Comfortable with ambiguity, quick to test and iterate, energized by building rather than operating.

Strong Plus

• Background at a hyperscaler, cloud platform provider, or data warehouse company (e.g., AWS, Azure, GCP, Snowflake, Databricks, or equivalent)
• AI fluency — can credibly connect AI's impact on the software landscape to a specific partner's product roadmap and GTM strategy
• Experience with complex deal structures: OEM, white-label, platform licensing, revenue share, co-sell tied to cloud commit.

Backgrounds We Welcome

We are not looking for a traditional alliances manager. The through-line we hire for: have you driven both product and commercial outcomes with partners? That transfers from customer success, solutions/pre-sales, product management, and direct sales as readily as it does from alliances.

Prior Salesforce ecosystem knowledge is not required — platform fluency you can build; commercial instinct and consumption-GTM DNA you bring on day one.

How Success Is Measured

• Incremental ARR and Average Order Value (AoV) across the embedded/OEM partner portfolio
• Lighthouse and competitive partner wins — establishing Salesforce as the platform of record in net-new partner products
• Partner Tier Graduation — moving partners up the consumption maturity curve
• Net-New Partners Recruited into consumption-based embedding motions
• Consumption health across the embedded base: org growth, seat attach, add-on revenue, commit utilization

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions. The typical base salary range for this position is $168,560 - $225,470 annually There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $185,430 - $248,010 per year. Your recruiter can share more about the specific salary range for the job location during the hiring process. The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.