Strategic ISV Principal Partner Account Manager

Strategic ISV Principal Partner Account Manager

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.

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

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

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

Design and activate a joint GTM engine that leverages the partner's distribution reach as a scaled channel for Salesforce's industry agentic offerings

Unlock partner data pipelines that power high‑quality AI models across the joint offering

Scale the embedded model into new industry segments and geographies

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

OEM consumption health across the run‑rate embedded base (org growth, seat attach, add‑on revenue)

New embedding pipeline and ACV across net‑new…