VP, Alliances - Partner Account Management, Accenture
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Job Category
Sales Job Details
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About the Role
Salesforce 's Global Consulting Partner organization is seeking a VP, Partner Account Management (PAM) to lead and deepen Accenture, one of our most strategic global partnerships. This is a high-visibility, high-impact role that requires a balance of strategy, sales, and bias for action.
The VP will own the end-to-end alliance with Accenture globally, driving investment programs and co-sell execution partnership governance. Success requires the design and execution of a plan to develop and accelerate the growth of Salesforce 's business with Accenture. Key to the position is effective collaboration with multiple cross-functional stakeholders including Sales, Alliances, Marketing, Legal and Operations while maintaining a deep understanding of Salesforce technology and articulating Salesforce value propositions.
Accenture is one of Salesforce 's largest and most strategic consulting partners and a Founding Partner of Salesforce 's Approved Forward Deployed Engineering (FDE) Partner Network.
Key Responsibilities
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Own the global Accenture alliance relationship, serving as Salesforce 's primary point of contact for Accenture's C-suite and senior leadership
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Design and execute a plan to accelerate and scale the growth of Salesforce 's business with Accenture including identification of partner segments, relationship definition, and launch activities
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Drive joint GTM strategy and revenue execution across all major Accenture business groups, geographies, and industry verticals
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Ensure Accenture is developing their sales, pre-sales, and delivery capabilities in line with Salesforce strategy, including Agentforce, Data Cloud, and multi-cloud adoption, leveraging Accenture's certified delivery capabilities
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Work with Accenture to generate new business in existing accounts and new markets, ensuring partners assist in delivering successful projects
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Lead alliance governance including executive business reviews, joint account planning, and investment fund management
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Manage and grow the joint investment portfolio, ensuring active utilization and measurable ROI
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Build and manage a high-performing team of PAMs aligned to Accenture across AMER, EMEA, LATAM and APAC
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Initiate and conduct sales readiness training events and collaborate with marketing to plan joint events and activations
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Establish and run a recurring operating cadence with Accenture's alliance leadership to track pipeline, prioritize accounts, and reallocate investments dynamically
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Liaise with and motivate individuals at all levels of the partner relationship; politically astute and able to ascertain key decision makers
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Report on alliance health, pipeline contribution and partner activation metrics to Salesforce senior leadership
Qualifications
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10+ years of industry experience within alliances, sales or consulting with a strong track record of driving partner revenue and exceeding targets
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Proven success developing and leading strategic partnerships with global consulting organizations (Accenture experience strongly preferred)
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Experience recruiting, developing, and managing high-performing, geographically