Description
This is a founding-GTM hire for a Strategic ISV Partner Account Manager role at Salesforce. 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.
Responsibilities:
- Engage: Identify and qualify ISV partners with consumption-growth potential; build the business case for embedding Salesforce platform capabilities 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.
- Build & Package: Work shoulder-to-shoulder with partner product and engineering teams on GTM packaging; translate platform capabilities 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.
- 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.
Requirements:
- Consumption-model GTM experience
- Technical fluency
- Deal execution experience
- Founding-GTM temperament
Nice to Have:
- Background at a hyperscaler, cloud platform provider, or data warehouse company
- AI fluency
- Experience with complex deal structures
Success Metrics:
- Incremental ARR and Average Order Value (AoV) across the embedded/OEM partner portfolio
- Lighthouse and competitive partner wins
- Partner Tier Graduation
- Net-New Partners Recruited into consumption-based embedding motions
- Consumption health across the embedded base