ISV Principal Partner Account Manager

Description About the Role

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

• Lead the partner Center of Excellence (CoE) build-out — mobilizing Salesforce's solution engineering, product, and enablement resources to embed Salesforce autonomy into the partner's internal operations and client-facing platforms

• 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 partner business units

• Salesforce consumption growth (3x target, anchored by partner proprietary data and distribution)

• Certified practitioner and developer growth within the partner's product/engineering…