Strategic ISV Partner Architect for Multi-Year ELAs

Salesforce; Chicago (IL); On-site; USD 168,560 - 225,470; Full time

Job summary

Salesforce is seeking a founding motion leader for the ISV partner channel to architect and close multi-year Enterprise License Agreements (ELAs). You will set pricing frameworks, steer negotiations, and coordinate with partner managers from inception to signature.

In this role you will bridge commercial strategy with cross-functional execution, ensuring smooth onboarding and handoffs to success teams for long-term adoption and renewal.

Qualifications

• 7–12 years of enterprise SaaS sales experience with a proven track record of closing multi-year ELAs.
• Strong commercial acumen and ability to architect complex deal structures from scratch.
• Comfort operating in entrepreneurial, ambiguous environments with playbook development.
• Excellent internal navigation through Revenue Recognition, Legal and Finance.

Responsibilities

• Design, negotiate, and close multi-year enterprise license agreements (ELAs).
• Own commercial structure, pricing strategy, and cross‑functional execution from inception to signature.
• Coordinate with Partner Account Managers to drive pipeline and convert opportunities.
• Onboard customers post-close and hand off to Customer Success for adoption and renewal.

Skills

Enterprise SaaS sales

ELA closing

Negotiation skills

Cross-functional collaboration

Partner management

Pricing strategy

Strategic deal making

Job description

Salesforce is seeking a founding motion leader for the ISV partner channel to architect and close multi-year Enterprise License Agreements (ELAs). You will set pricing frameworks, steer negotiations, and coordinate with partner managers from inception to signature.

In this role you will bridge commercial strategy with cross-functional execution, ensuring smooth onboarding and handoffs to success teams for long-term adoption and renewal.