Senior Director, Business Development & Global Strategic Technology Partnerships

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Job Category

Development & Strategy

Job Details

About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

Role Description

As Senior Director of Business Development, you will be a people-leader in the Global Technology Partnerships organization, with the primary mission of enabling growth for Salesforce through new technology partnerships. You’ll collaborate closely with cross-functional teams to identify, negotiate, and close strategic partnerships that enhance our product offerings and/or GTM capabilities. In addition, you’ll lead and inspire a team of high-performing business development professionals who will each be accountable for 1-2 new partnership opportunities at any given time. 

This is a unique opportunity to join the central team that develops and drives strategic partnership initiatives aligned to the full Salesforce product portfolio and top corporate priorities. The work you and your team deliver will drive revenue, increase customer success, accelerate our product roadmaps, differentiate our offerings and elevate our brand. 

Your Impact

Team Leadership:

• Manage and mentor a team of business development professionals.

• Set clear goals, provide guidance on prioritization, and foster a collaborative and results-driven culture.

• Empower team members to excel in their roles and achieve both individual and overall organizational targets.

Strategic Product Partnerships:

• Identify and evaluate potential partners whose products align with our strategic vision and needs. 

• Develop, with your team, a robust pipeline of product partnership opportunities.

• Lead and coach team through complex negotiations, ensuring win-win outcomes for both parties.

• Collaborate with product, engineering, finance, legal, PR and Ops teams to ensure deal approval and launch success.

Market Insights and Trends:

• Stay on top of industry trends, competitive landscapes, and emerging technologies.

• Leverage market insights / competitive intelligence to identify gaps and areas for new partnership opportunities.

• Drive product innovation with Salesforce product GMs by prioritizing and delivering partnerships that maximize impact to Salesforce. 

Relationship Building:

• Cultivate strong relationships with new and existing partners - both inside their partnership org, as well as their product teams. 

• Operate as a key leadership point of contact with internal cross-functional stakeholders 

• Represent Salesforce as a product SME at conferences, events, and customer executive briefings. 

• Collaborate with legal and finance teams to structure and execute partnership agreements that scale for long-term success.

Metrics and Performance:

• Define and manage to key performance indicators (KPIs) for all new product partnerships. 

• Drive team focus and balance workload against evolving product / company priorities. 

Minimum Requirements

• Minimum 10 years of business development experience, with a focus on technology partnerships.

• History of leading teams and effectively developing individual contributors from hiring to promotion. 

• Proven track record of successfully closing complex and durable partnership deals.  

• Strong professional network of contacts at current / prospective partnership companies. 

• Experience with SaaS or Public Cloud companies preferred.

• Strong knowledge of Salesforce products and services OR equivalent technologies in the market.

• Excellent communication and presentation skills.

• Analytical mindset with the ability to deliver a data-driven business case as well as teach others to build financial models that justify partnership investments.

• Strong negotiation skills with experience driving to deal consensus at the CxO  level.

• Ability to operate as a player/coach and lead teams in fast-paced environments. 

Preferred Attributes

• Visionary: You see beyond the immediate deal and envision long-term impact. You are a design-oriented thinker with the ability to communicate sophisticated concepts and ideas visually. 

• Collaborative Leader: You thrive in cross-functional environments and build bridges across teams. You lead through inspiration. 

• Innovator: You’re passionate about exploring new product opportunities and disrupting the status quo. Your curiosity drives you to be a constant learner.

Volunteer Opportunities

Have you heard of our 1:1:1 model, focused on giving back to the community? The success in giving back have helped us and our Trailblazer community become a leader in philanthropy, culture, and innovation. We are one of the World’s Most Innovative Companies, according to Forbes, we are #1 in PEOPLE’s Top 15 Companies that Care, and are on Fortune’s Change the World list. Values create value. Our values helped drive our revenue number to $13.28 billion dollars in fiscal years in 2019.

We have a public-facing website that explains our various benefits for:

• Health benefits

• Financial benefits and perks

• Time off and leave policies

• Parental benefits

• Perks and discounts

Visit https://www.salesforcebenefits.com/ for the full breakdown.

Accommodations

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Posting Statement

At Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at www.equality.com and explore our company benefits at www.salesforcebenefits.com.

Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.

For New York-based roles, the base salary hiring range for this position is $210,400 to $320,800.

For Washington-based roles, the base salary hiring range for this position is $192,800 to $294,100.

For California-based roles, the base salary hiring range for this position is $210,400 to $320,800.

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.