Salesforce

Strategic 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
  • Experience managing OEM/ISV partnerships where the underlying platform is not visible to end customers
  • Strong technical background to engage with product and engineering on architecture and AI
  • Proven ability to structure and negotiate complex commercial agreements
  • Experience in global operations aligning cross-functional teams
  • Bachelor's degree in Business, Economics, Strategy or a related field

Responsibilities

  • Own the OEM/ISV relationship for the partner's core embedded product
  • Manage commercial health of the OEM agreement and track consumption
  • Work with partner teams to modernize embedded architecture
  • Develop and execute a strategy for new partnerships within the partner’s business
  • Translate partner product roadmaps into Salesforce embedding opportunities
  • Build the partner as 'Customer Zero' for new products
  • Design a joint go-to-market strategy leveraging the partner's distribution capabilities

Benefits

  • Comprehensive support for work-life balance
  • Access to a range of resources to enhance personal and professional growth
  • Cutting-edge AI tools to enhance productivity
  • Opportunities to redefine career potential and capabilities
  • Commitment to diversity and inclusion in the workplace
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

Unleash Your Potential

When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance andbe your best, and our AI agents accelerate your impact so you cando your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.

About Salesforce

ExactTarget is a provider of on-demand email marketing software solutions. Their suite of on-demand one-to-one marketing applications enables clients to send business-critical and event-triggered communications to increase sales, optimize marketing investments, and strengthen customer relationships. They offer four editions of their on-demand software application along with integrated solutions such as ExactTarget for AppExchange and ExactTarget for [Microsoft](/organization/Microsoft) Dynamics CRM.

Salesforce Careers

Joining Salesforce means becoming part of a dynamic, global team of professionals who are deeply committed to driving customer success and innovation. As the world's leading Customer Relationship Management (CRM) platform, Salesforce offers unparalleled job opportunities in technology and consulting, making it an ideal place for ambitious individuals looking to make a significant impact.

Work You'll Do

At Salesforce, every position is a chance to leverage your skills and creativity to transform businesses and industries. Our diverse team of experts collaborates to deliver cutting-edge solutions that foster growth and enhance leadership capabilities. By joining our team, you'll be at the forefront of digital innovation, using Salesforce's powerful platform to help clients navigate their transformation journeys.

Innovate and Lead

Salesforce is not just a company; it's a community where you can lead with your ideas and see them come to life. Our culture of innovation encourages you to challenge the status quo and push the boundaries of what's possible. With Salesforce, you'll work alongside leaders in technology and business who are committed to your growth and professional development.

Career Growth and Opportunities

Whether you're looking for an internship, a full-time position, or leadership roles, Salesforce provides a wealth of opportunities to advance your career. Our commitment to professional growth is reflected in our robust training programs, including leadership development and diversity training, designed to help you excel at every stage of your career.

Be Part of a Great Team

Salesforce prides itself on a culture that values diversity, teamwork, and open communication. We believe that our strength lies in our people, and we're committed to creating an environment where everyone can thrive. Joining our team means being part of a supportive community that encourages networking and collaboration.

Benefits and Culture

At Salesforce, we understand that job satisfaction extends beyond the office. That's why we offer competitive benefits to support the health, well-being, and financial security of our employees and their families. From health insurance and retirement plans to wellness programs and flexible working arrangements, we provide the benefits that contribute to a better work-life balance.

Explore Job Opportunities

Ready to take the next step in your career? Explore the wide range of employment opportunities at Salesforce. From technical roles to customer engagement positions, we are continuously hiring talented individuals who are passionate about making a difference.

Stay Connected

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