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Job Category
Sales
Job Details
About the Role
This is a founding-GTM hire — built for someone who has lived the commercial repercussions of consumption and wants to build the model, not maintain it. 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, working directly with and for the Head of AMER Platform Partnerships.
The title is Partner Account Manager; the mandate is closer to business builder. You own the pipeline, drive partner-led consumption motions, and operate across both product and commercial dimensions. This is a net-new role — you will shape what the playbook looks like, not inherit one.
What You'll Do
Responsibilities track the consumption path: Engage → Commit → Build & Package → Launch → Scale.
Engage — Identify and qualify ISV partners with consumption-growth potential; build the business case for embedding Salesforce platform capabilities (Data Cloud, Agentforce, Platform) 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. You will be building a first-of-its-kind partner GTM through creative deal structures.
Build & Package — Work shoulder-to-shoulder with partner product and engineering teams on GTM packaging; translate platform capabilities — Service-as-Software, zero-copy data, Agents — 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. You will experiment with new models and quickly pivot to where partners are seeing the most success.
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. You will take best practices and share them throughout the ISV and Embedded Partner business.
What You'll Bring
Must-Have:
Consumption-model GTM — You have carried pipeline and closed revenue in a consumption or usage-based model — PoC/PoV cycles, commit structures, true-ups, experimentation. Not theoretical; you lived the GTM repercussions. Source backgrounds: hyperscalers, cloud platform providers, data warehouse companies, or equivalent.
Technical fluency — You have worked with or for a deeply technical product. You can hold an architecture conversation, distinguish platform capabilities from basic integration capabilities, and carry a platform-differentiation pitch independently.
Deal execution — You own outcomes. You have structured and closed commercial agreements — not just managed relationships or reported on activity. You are as comfortable running at quarter close dates as you are building long-term strategic partnerships.
Founding-GTM temperament — You thrive in zero-to-one. Comfortable with ambiguity, quick to test and iterate, energized by building rather than operating.
Strong Plus:
Background at a hyperscaler, cloud platform provider, or data warehouse company (e.g., AWS, Azure, GCP, Snowflake, Databricks, or equivalent)
AI fluency — can credibly connect AI's impact on the software landscape to a specific partner's product roadmap and GTM strategy
Experience with complex deal structures: OEM, white-label, platform licensing, revenue share, co-sell tied to cloud commit.
Backgrounds We Welcome
We are not looking for a traditional alliances manager. The through-line we hire for: have you driven both product and commercial outcomes with partners? That transfers from customer success, solutions/pre-sales, product management, and direct sales as readily as it does from alliances.
Prior Salesforce ecosystem knowledge is not required — platform fluency you can build; commercial instinct and consumption-GTM DNA you bring on day one.
How Success Is Measured
Incremental ARR and Average Order Value (AoV) across the embedded/OEM partner portfolio
Lighthouse and competitive partner wins — establishing Salesforce as the platform of record in net-new partner products
Partner Tier Graduation — moving partners up the consumption maturity curve
Net-New Partners Recruited into consumption-based embedding motions
Consumption health across the embedded base: org growth, seat attach, add-on revenue, commit utilization
