Salesforce Alliances Lead

Pipeline & Demand Generation:

• Partner-Driven Pipeline: Design and execute joint demand generation programs with Salesforce and ISV partners, driving inbound and outbound pipeline aligned to business targets.
• Field & ABM Alignment: Collaborate with Salesforce AEs, Partner Managers, and US regional teams to co-create ABM campaigns, events, and account-focused programs.
• Net New & Expansion Support: Partner with Sales and Delivery to drive new logo acquisition and growth within existing accounts.

Alliance & Ecosystem Marketing:

• Ecosystem Positioning: Build Jade's brand within the Salesforce ecosystem through AppExchange presence, co-branded content, and thought leadership.
• Events & Programs: Lead Salesforce-aligned events (e.g., Dreamforce, webinars, roundtables) with clear pipeline and ROI ownership.
• ISV GTM Programs: Develop joint GTM campaigns with ISV partners focused on industry solutions and demand generation.

Strategic Execution:

• Channel Orchestration: Align Salesforce field teams, ISVs, and internal stakeholders with clear campaign ownership, lead flow, and attribution.
• Whitespace & Regional Focus: Identify opportunities across industries, geographies, and Salesforce clouds; execute targeted campaigns in priority US regions.
• Scalable Playbooks: Codify and replicate successful partner campaigns and co-sell motions.

Revenue Influence:

• Pipeline Accountability: Own partner-influenced pipeline and marketing contribution to revenue, maintaining strong coverage through continuous campaigns.
• Joint Planning: Execute aligned marketing plans with Salesforce stakeholders, including target accounts and pipeline goals.
• Pipeline Acceleration: Leverage partners, events, and campaigns to address pipeline gaps and maintain momentum.

Key Performance Indicators:

• Partner-influenced pipeline (Salesforce + ISV ecosystem)
• Marketing-sourced and influenced revenue
• Campaign conversion (MQL → SQL → Pipeline)
• Inbound and outbound partner-driven pipeline
• Event ROI (including Dreamforce and field programs)
• Ecosystem visibility (AppExchange, co-marketing)
• Whitespace pipeline growth

Experience & Qualifications:

Experience

• 10–15+ years in alliances, partner marketing, or ecosystem roles within an SI / IT services organization
• 5+ years managing Salesforce alliances for North America
• Proven track record of driving partner-influenced pipeline and co-sell success
• Experience with Salesforce field engagement, ISV partnerships, and joint GTM campaigns
• Exposure to Salesforce ecosystem programs and events (e.g., Dreamforce)
• Experience working in offshore/onshore models supporting US stakeholders

Qualifications

• Bachelor's degree required; MBA preferred
• Strong understanding of the Salesforce ecosystem and partner programs
• Knowledge of marketing metrics and pipeline attribution
• Ability to operate at both strategic and execution levels
• Strong stakeholder management and cross-geo communication skills
• Data-driven mindset with experience in CRM and marketing tools