Strategic ISV Partner Account Manager

About the Role

Salesforce is seeking a founding‑motion account executive to design, negotiate, and close strategic multi‑year Enterprise License Agreements (ELAs) within the ISV partner channel. The role requires acting as a commercial architect and deal quarterback, partnering with Partner Account Managers and cross‑functional teams to create and execute high‑impact enterprise contracts.

• Deal Architecture & Commercial Strategy
  • Own the commercial structure: design and customize multi‑year agreements based on partner market size, customer footprint, and product maturity.
  • Co‑create pricing frameworks (consumption‑vs‑seat, pilot‑to‑production ramps, platform tiers) and navigate governance processes involving Deal Desk, Revenue Recognition, and Legal.
• Pipeline Generation & Qualification
  • Source and qualify accounts, converting install‑base data, partner reviews, and usage signals into enterprise opportunities.
  • Identify top‑tier partners on pay‑as‑you‑go contracts and transition them to high‑value, predictable commitments.
  • Maintain a validated six‑month rolling deal pipeline.
• Cross‑Functional Execution
  • Serve as the connective tissue between partner, end‑customers, product management, and internal sales leadership.
  • Drive collaboration across core CRM, Data Cloud, and AI/Agentic platforms.
  • Represent strategic deals in executive reviews and sales leadership updates.
• Onboarding & Partnership Handoff
  • Define the post‑sale activation roadmap with Partner Account Managers and Customer Success leads.
  • Anchor immediate platform adoption by identifying key customer use cases.
  • Participate in the 30‑day partner kickoff and transition fully to Customer Success.
• Playbook & Scale Building
  • Document deal structures, objection handling, and commercial frameworks to create a repeatable model.
  • Feed market intelligence and competitive insights back to leadership and product teams.

• 7–12 years of enterprise SaaS sales experience with a proven track record of closing complex, multi‑year ELAs.
• Strong commercial acumen: ability to architect custom commercial structures from scratch.
• Comfortable operating in an entrepreneurial, ambiguous environment while building playbooks.
• Excellent internal navigation skills to move deals through Revenue Recognition, Legal, and Finance efficiently.
• Technical depth sufficient to discuss platform architecture, AI agents, and data strategy with ISV engineering and product leaders.

• Sales experience through or to ISV/OEM partners rather than direct enterprise accounts.
• Deep familiarity with consumption‑based commercial models (credit systems, drawdowns, ramp structures).
• Ability to engage at a peer level with partner C‑suite executives during high‑stakes negotiations.

• Competitive base salary ranging from $168,560 to $225,470 annually (location‑adjusted).
• Potential inclusion of incentive compensation, equity, and other benefits as part of the overall compensation package.
• Health, dental, vision, and mental health benefits, paid parental leave, life and disability insurance, 401(k) and employee stock purchase program.

Salesforce is an equal opportunity employer and maintains a policy of non‑discrimination with all employees and applicants for employment. Any employee or potential employee will be assessed on the basis of merit, competence, and qualifications—without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, transgender status, age, disability, veteran or marital status, political viewpoint, or any other protected characteristic under law.