Partner Development Manager, Ecosystem Equality

Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. We are the fastest growing of the top 10 enterprise software companies, the World's Most Innovative Company according to Forbes, and one of Fortune's 100 Best Companies to Work For six years running. The growth, innovation, and the spirit of OneSalesforce are driven by our incredible employees who thrive with delivering success for our customers while also finding time to give back through our 1/1/1 model, which uses 1% of our time, equity, and product to improve communities around the world. Salesforce is a team sport, and we play to win. Join us!

Our Ecosystem Equality team is a small but mighty team of change-makers that prioritize purpose and impact. Our vision is to accelerate the growth of Salesforce and its partner ecosystem by building a diverse, equitable, and inclusive environment that reflects the global communities in which we live and do business. Our strategic intent is to create jobs and generate wealth within underrepresented communities (e.g., women, ethnic minorities, LGBTQ+, Veterans, and persons w/ a Disability). We achieve this through business development and job readiness. We help both new and existing partners build thriving Salesforce practices and products that add capacity, capability, and innovative technologies to our rapidly growing ecosystem. We truly believe that our collective action makes us leaders in business, industry, and communities around the globe which leads to exponential impact.

The Partner Development Manager is responsible for the development and promotion of diverse-owned/founded entrepreneurs within the Salesforce Partner Ecosystem. In this role, you will be instrumental in fostering solid relationships with new and existing partners from underrepresented communities to help these companies navigate the Salesforce ecosystem to enable business growth. In addition, you will collaborate with Partners on a frequent basis to ensure they have access to the right resources to help them thrive in the Salesforce Ecosystem. The position reports directly to the Director of Ecosystem Equality within the Alliance & Channels Organization.

As an active great teammate, your ability to collaborate across multiple organizations and functional teams will be essential for your success in this role. You will work closely with the Alliance & Channels teams to understand the partners' needs, recommend standard methodologies/solutions, and facilitate strategic discussions about the partners' business plans with the goal of partner success. In addition, you will engage with key partner groups including Professional Services and Sales to find opportunities for diverse partner inclusion. You will also help integrate DEI into our processes, systems, and tools; experience driving process improvement will be vital.

The ideal candidate will have demonstrated the ability to quickly establish relationships/rapport and collaborate across multiple teams to align around a shared value/purpose to get results and impact. In addition, strong communication skills, eye for business, relationship management, and project/program management skills are a must.

• Collaborate cross-functionally, cross-regions, and industries to ensure a consistent and broad approach to Partner Diversity.
• Accelerate D&I business outcomes and drive accountability through project and program governance including but not limited to program design, goal setting/tracking, workstream management, and communications
• Understand benchmarking data, standard methodologies, industry trends, risk, and emerging capabilities. Apply industry knowledge and subject matter expertise to find opportunities and build credibility with team members and partners.
• Develop a broad understanding of Salesforce's products and value proposition and partner with our A&C teams to develop joint strategies & solutions fueling partner and customer success
• Develop & implement approaches to identify & promote Diverse Partner capabilities, surfacing high-potential partners for growth opportunities. Create a framework to measure and track diverse partner capabilities and capacity development across relevant evaluation dimensions.
• In partnership with A&C Business Teams, coordinate the creation and management of diverse partner development plans that ensure targeted focus and connect to opportunities.
• Drive performance, value, and innovation among key diverse partners in collaboration with A&C teams through robust Partner Relationship Management processes.
• Act as a resource/advisor to diverse Partners. Assist with the managing of coaching and mentoring programs to support diverse partner enablement and business growth.
• Assist with operational activity (ex. tracking of critical metrics) and process improvement activity, including business requirements gathering, and tech enhancement requests.
• Support community engagement activities including, but not limited to, attending diverse community partner-led meetings, monthly partner check-ins, outreach initiatives, or conferences/business opportunity fairs.

• 5+ years of progressively managing external relationships, partner channel development, specifically partner or supplier relationships in the technology industry or related experience
• Experience driving diversity into business practices for impact or related experience. Experience working with entrepreneurs is a plus.
• 3 years in channel sales or channel management roles supporting SIs, ISVs & Resellers a plus
• Excellent networking skills, and ability to build relationships and work across a broad spectrum of stakeholders to deliver results in a high-growth and complex organization.
• Strong business acumen with a deep understanding of digital transformation business drivers, cloud platforms, capabilities, and solutions that generate partner growth and innovation. An understanding of Salesforce technologies is a plus.
• Strong project management and time management skills with the ability to pivot quickly and manage multiple projects and deadlines within a fast-paced environment with little supervision. Be highly organized, detail-focused, results-driven, and accountable
• High ability to influence and drive commitment, accountability, and execution outside of direct reporting lines
• Thrive on teamwork and overcoming obstacles
• Be curious, proactive, creative, entrepreneurial, a quick learner, have a healthy appetite for feedback, and thrive in high-pressure situations
• Excellent communication skills (written and verbal) and presentation skills
• Ability to travel and work flexible hours, as needed