Salesforce

ISV Principal Partner Account Manager

Salesforce$185K — $248K *
Enterprise Technology
8 - 10 years of experience
Job Overview by Ladders

Qualifications

  • 10+ years in partnerships, alliances, or business development in enterprise SaaS or technology
  • Proven experience managing OEM/ISV/embedded partnerships
  • Strong technical fluency for engaging with product and engineering leaders
  • Track record of structuring and closing large, complex commercial agreements
  • Experience operating globally and aligning across matrixed organizations
  • Bachelor's degree in Business, Economics, Strategy, or equivalent

Responsibilities

  • Own the OEM/ISV relationship for the partner's core embedded product
  • Manage commercial health of the OEM agreement, including renewals and consumption tracking
  • Collaborate with partner's product and engineering to modernize embedded architecture
  • Develop and execute partnership expansion strategies across business units
  • Translate the partner's AI ambitions into Salesforce embedding opportunities
  • Establish the partner as 'Customer Zero' for new products
  • Design and activate a joint go-to-market strategy leveraging partner distribution

Benefits

  • Comprehensive health benefits
  • Flexible work environment
  • Continued education and personal development opportunities
  • Access to wellness resources and support
  • Employee discounts and perks related to Salesforce products and services
Full 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 the Role

Salesforce is deepening its strategic partnership with a named Tier 1 Independent Software Vendor (ISV) to build the next generation of AI-driven, industry-specific enterprise solutions. This role will own the full breadth of the partner relationship globally: stewarding the existing embedded run-rate business (a mature product built natively on Salesforce and deployed at scale across the partner's end-customer base), while pioneering new Salesforce embeddings across the wider partner enterprise - unlocking net-new business units, product lines, and industry segments not yet engaged. This is a high-impact, highly visible role at the intersection of embedded product partnerships, commercial strategy, and Salesforce's industry growth agenda.

Target Outcomes:
  • Grow the run-rate embedded OEM business (consumption, renewals, expansion)
  • Drive net-new embedded offering pipeline across untapped partner business units and product lines
  • Scale Salesforce consumption growth anchored by partner proprietary data and distribution
  • Drive industry market capture via partner-led go-to-market

Key Responsibilities
Legacy Embedded Business - Protect & Grow
  • Own the OEM/ISV relationship for the partner's core embedded product - a platform built natively on Salesforce and deployed at scale across the partner's end-customer base
  • Manage the commercial health of the OEM agreement: renewal, consumption tracking (platform licenses, org provisioning, add-ons), and expansion across the partner's customer base
  • Work with the partner's product and engineering teams to ensure the embedded architecture stays current - driving migration off legacy APIs toward modern Salesforce Platform capabilities (e.g., Data Cloud integration, Agentforce-native builds)
  • Partner with Salesforce ISV/OEM and ISV Success teams to accelerate the partner's next-generation product lines currently in development or ISV Assess

Partner Expansion - Build New Embeddings
  • Develop and execute a partnership expansion strategy across partner business units not yet embedding Salesforce - identifying and prioritizing the highest-value integration opportunities across new product lines, industry verticals, and geographies
  • Translate the partner's product roadmap and AI ambitions into concrete Salesforce embedding opportunities across Data Cloud, Agentforce, and Platform
  • Establish the partner as "Customer Zero" for net-new agentic products - co-developing joint solutions that can then be distributed via the partner to a broader industry market
  • Structure and negotiate new OEM/embedding agreements with partner product, legal, and commercial leadership

Agentic GTM & Distribution
  • Design and activate a joint GTM engine that leverages the partner's distribution reach as a scaled channel for Salesforce's industry agentic offerings
  • Lead the partner Center of Excellence (CoE) build-out - mobilizing Salesforce's solution engineering, product, and enablement resources to embed Salesforce autonomy into the partner's internal operations and client-facing platforms
  • Unlock partner data pipelines that power high-quality AI models across the joint offering
  • Scale the embedded model into new industry segments and geographies

Executive Alignment & Governance
  • Build and maintain exec-level relationships with the partner globally - Alliance Directors, Practice Heads, Product/Engineering leadership, and C-suite
  • Represent the partner internally as a strategic priority, coordinating across Salesforce product, ISV/OEM, industry sales, legal, finance, and marketing
  • Lead joint operating committees, QBRs, and executive summits; own the global Joint Business Plan (JBP)
  • Coordinate with Salesforce regional teams (AMER, EMEA, APAC) to ensure consistent field activation of both the run-rate OEM business and new embedding motions

What You'll Own (KPIs)
  • OEM consumption health across the run-rate embedded base (org growth, seat attach, add-on revenue)
  • New embedding pipeline and ACV across net-new partner business units
  • Salesforce consumption growth (3x target, anchored by partner proprietary data and distribution)
  • Certified practitioner and developer growth within the partner's product/engineering community
  • Scaled industry market capture via partner-led distribution into new verticals and geographies

Required Experience
  • 10+ years in partnerships, alliances, or business development in enterprise SaaS or technology
  • Proven experience managing OEM/ISV/embedded partnerships - specifically where the end customer may not know Salesforce is the underlying technology
  • Strong technical fluency - able to engage credibly with product and engineering leaders on architecture, API strategy, and AI roadmaps
  • Track record of structuring and closing large, complex commercial agreements (OEM, white-label, platform licensing)
  • Experience operating globally and driving alignment across matrixed, cross-functional organizations
  • Bachelor's degree in either Business, Economics, Strategy or equivalent field

Preferred
  • Prior experience at or with a major ISV, enterprise software company, or industry platform provider
  • Familiarity with Salesforce's ISV/OEM licensing model, AppExchange ecosystem, and Platform architecture
  • Deep familiarity with at least one major industry vertical and/or complex global enterprise software ecosystems
  • Experience with agentic AI product commercialization or data licensing models
  • Background navigating both a mature run-rate embedded business and a greenfield expansion motion simultaneously
  • Master's degree, MBA, or equivalent level of education


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