Senior Director, Partner Account Management (IBM) - Stypi (Acquired by Salesforce) : Job Details

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Salesforce Alliances & Channels is a global partner ecosystem team within one of the worlds most innovative companies. We provide strategic advisory services and support to Salesforces Consulting Partners, blending expertise in growth strategy, technology, marketing, and partner success with deep industry knowledge.

Our team collaborates with C-suite executives at the worlds largest GSIs, helping them harness the power of the worlds #1 AI CRM to unlock new opportunities and transform their clients businesses. Partner Account Managers play a key role, combining leadership and creativity to develop tailored, innovative solutions that drive partner growthwhile helping Salesforce chart a path to $50 billion and beyond. Are you ready to help Salesforce and our largest partner identify and maximize our most impactful joint opportunities? Do you thrive in cross-functional teams, working to create world-class experiences for clients on the Salesforce platform? If so, we want to hear from you. Join us and be part of something extraordinary.

The Salesforce Partner Management GSI team works with our top Global Strategic Consulting Partners to unlock new business opportunities, generate pipeline, outpace the competition, accelerate go-lives, drive adoption, expand market presence, and ensure successful renewals. In this role, you will partner with the IBM global Partner Account Management team to drive the global strategic growth and management of our IBM Alliancespanning all industries, clouds, and applications.

Success in this role starts with strong, strategic relationships. Youll work closely with key stakeholders, including the IBM Global Account Manager, Product Leaders, Marketing Leaders, OU Sales Leaders, Partner Sales Managers, Partner Marketing, and Partner Success Leaders. Together, youll scale go-to-market initiatives across industries and portfoliosdriving alignment, consistency, and operational efficiency for repeatable success. Managing a balanced portfolio of initiatives, youll proactively address risks while ensuring the execution of high-quality outcomes. Youll also put your storytelling skills to workevangelizing and educating internal teams on IBMs unique value proposition within Salesforce.

At Salesforce, leadership is about both action and impact. A Partner Account Manager is a player-coachsomeone who leads by example. As a player, youll roll up your sleeves to contribute directly to content creation and execution. As a coach, youll embody Salesforce values to attract, inspire, and develop talent, ensuring team members feel motivated and empowered every day. Above all, we believe our people are our greatest asset. Leading with empathy, trust, and connection, youll foster an environment where teams thriveeven in times of challenge and uncertainty.

Our work spans strategic advisory, large-scale transformations, and tactical execution. We are constantly humbled by the trust our partners place in us to help shape their businesses. As a Partner Account Manager, youll take on one of the most challenging and rewarding roles within Alliances & Channels. Each initiative presents a new puzzle to solve, a fresh approach to design, and a different team to lead. Along the way, youll continue to develop and refine your skills in a dynamic, high-impact environment. Success in this role requires the ability to navigate complexity, lead with confidence, and drive programs youve personally scoped and designed. If you thrive on problem-solving, innovation, and leadership, this is the role for you.

Key responsibilities include:

• Joint Growth Strategy: Develop and refine a joint growth strategy, focusing on investments in capacity and skills, co-selling initiatives, industry and cloud-based accelerators, and co-marketing efforts for the Global + AMER markets. Drive execution through alignment, influence, and hands-on contributionbe ready to roll up your sleeves.
• Business Model Expertise: Demonstrate a deep understanding of Salesforces evolving business model, competitive landscape, and the transformative impact of data and AI on Salesforce, our partners, and our customers.
• Market Engagement: Leverage IBMs sales plays, product innovation, marketing initiatives, and industry assets to engage target markets. Collaborate with Salesforce OU leadership, enablement, marketing, industry, and field sales teams to drive execution.
• Stakeholder Collaboration: Build a strong sense of team and alignment across internal and partner communities. Share best practices, successes, and challenges to drive learning and scale successful initiatives. Effective collaboration with executives, sales, alliances, partner success, marketing, product, legal, and operations is critical to success.
• Team Leadership: Lead Partner Sales teams, Partner Account Managers, Partner Success Managers, Partner Marketing Managers, Chiefs of Staff, and other key stakeholders to meet or exceed targets and key success outcomes (KSOs).
• Executive Communication: Engage and influence at the executive level with clear, impactful communication across all levels of the organization. Bring curiosity, challenge the status quo, and drive positive outcomes. Strong presentation skills, including Google Slides and data visualization tools, are essential.
• Business Reviews & Governance: Coordinate and lead Quarterly Business Reviews (QBRs) at the Global, AMER, and OU levels. Establish a governance and interaction model aligned with the FY26 operating framework, ensuring collaboration with OU Alliance teams and leadership.
• Reporting & Analytics: Define and oversee reporting requirements for internal and external stakeholders, ensuring data provides actionable insights. Familiarity with the Salesforce platform and Tableau dashboards is preferred.
• Escalation Management: Proactively navigate and resolve partner and internal escalations as they arise.
• Problem-Solving & Adaptability: Thrive in high-ambiguity environments, using flexibility and strategic thinking to reframe and resolve challengesboth internally and with partners.

Key qualifications:

• Strategic Partnership Leadership: 1015+ years of experience building differentiated, high-impact relationships within a partner ecosystem.
• Revenue Growth: Proven ability to drive significant revenue growth through GSI partnerships.
• Industry Expertise & Product Acumen: Extensive external industry network with 10+ years of experience in SaaS and CRM solutions. Strong knowledge of AI, market trends, and emerging technologies, including Agentforce.
• Team Leadership: Demonstrated ability to lead and inspire high-performing, matrixed teams. Passion for mentoring and enabling cross-functional teams to reach their full potential.
• Political Acumen: Adept at navigating complex stakeholder environments and thriving in fast-paced, dynamic settings.
• Complex Problem Solving: Skilled at managing high levels of complexity, thinking critically across multiple levels of abstraction.
• Analytical & Program Management Skills: Strong analytical, organizational, and project management abilities. Uses data-driven insights to make timely, high-impact decisions that affect cross-functional teams, investments, and program effectiveness.

Location & Travel:

• Office Flex: 34 days per week in-office (excluding travel or partner site visits)
• Willingness to work across multiple U.S. and international time zones
• Expected Travel: 25@% (subject to company travel policies)

Accommodations:

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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: