Sr. Director, Ecosystem

Senior Director, Global Ecosystem, Maestro

Role Description

Salesforce Maestro is an emerging product that changes how Salesforce itself gets built and run. We can reach dozens of customers on our own. We reach thousands through our partners.

We are looking for a global Ecosystem leader to build that reach. You own the partner strategy for Maestro worldwide: global system integrators, regional integrators, resellers, and ISVs. You will co-create the joint plan with partner leadership, build real delivery capacity inside those firms, and turn that capacity into sourced and influenced revenue across every region we operate in.

This is a strategy role and a sleeves-up role at the same time. You will write the plan with a partner CEO one week and sit with a regional partner team the next, working out why the play is not landing. Success looks like partners who can run this motion without us in the room, and a pipeline that proves it.

Responsibilities

• Own the global partner strategy. Build the joint strategy and go to market plan with each strategic partner, covering practice development, co-selling, sourced revenue, and joint solutions.
• Build capacity, not just agreements. Drive practice development inside partner firms: trained people, certified people, and reference builds. Capacity is the measure that matters, because our customers cannot deploy what nobody can build.
• Drive sourced and influenced pipeline. Own partner sourced and partner influenced pipeline and revenue globally, in close alignment with field Account Executives and Operating Unit leadership.
• Take the plays local. Work with regional alliances and channel teams to land partner sales plays, offerings, and industry assets in every supported region. Agree target accounts with both Operating Unit and partner leadership so nobody is working at cross purposes.
• Develop joint solutions. Commercialize industry solutions and product extensions that combine partner intellectual property and vertical expertise with what we build.
• Report the truth. Maintain the pipeline and dashboards that show executive leadership what our programs and investments are actually returning, with every figure sourced.
• Evangelize in both directions. Carry the Maestro value proposition into the partner organization, and carry the partner's value proposition back into Salesforce.
• This is not intended to be an exhaustive list of duties or responsibilities. At times other duties may be assigned as needed.

Required Experiences & Skills

• Experience. 10+ years in alliances, channel sales, or channel management across multiple partner types, including global system integrators.
• Global execution. You have built and run a partner plan across multiple regions at once, and you know how a global plan survives contact with local teams.
• Measurable results. You can show partner sourced or partner influenced revenue you produced through strategic integrators, with the numbers behind it.
• Practice development. You have grown certified delivery capacity inside partner firms and can describe exactly how you did it and what it produced.
• Executive presence. You build and hold C-level relationships inside partner organizations, and you hold partners accountable to what they agreed to.
• Cross-functional command. You deliver results in a complex matrix, working across sales, alliances, marketing, legal, services, and operations.
• Comfort with ambiguity. You focus and execute while the plan is still being written. You make things happen.
• Analytical and program rigor. You use the right information to make timely decisions that affect cross-functional teams and carry real investment consequences.
• Travel. Willingness to travel globally as needed.
• Preferred. Familiarity with the Salesforce partner ecosystem, including global system integrators and the AgentExchange marketplace. Experience with AI, agent, or data transformation offerings. Understanding of offering creation, lead generation, and the key measures of a professional services business. An external industry network you can pick up the phone and use.