060133-Salesforce Global Alliance Executive, Vice President

Group Sales – Global Salesforce Partner Executive

 

Position Description

 

 

The role of the Salesforce Partner Executive is to drive incremental Capgemini bookings and revenues with Salesforce as a global technology partner.

 

His/her mission is to:

 

  • Be a senior Capgemini point of contact for engaging Salesforce executives and teams
  • Be the thought leader in Digital Customer Experience and our Salesforce champion
  • Design very specific global growth initiatives with Salesforce and roll-out these Growth Initiatives in the Capgemini SBU/BUs
  • Support and help strategically the Capgemini Business Lines and SBU/BU leaders to design Offerings/Solutions and create bold Go-To-Market plans
  • Design the future Capgemini Group Strategy with Salesforce and contribute to the overall total Sell-With Bookings above 1B€ /year by 2022
  • Manage global Quarterly Business Reviews (QBRs) with Salesforce and drive partner centric sales with Capgemini Area/BU Account Executives, Sales Executives and Delivery Teams,
  • Document and promote partner solutions and architecture into Capgemini technical/delivery/architects communities
  • Enable the Capgemini sales and delivery teams via Salesforce trainings and certifications program.

 

This person will report to the Head of Group Strategic Initiatives & Partners. The position requires intense interactions with Salesforce executives and their teams; therefore the work location will be based in San Francisco, California, USA, and the headquarters of Salesforce.  This position will also require flexible work schedule and frequent travels to other Group Locations in the Americas, Europe, India and Asia-Pacific.

 

      

Key Responsibilities
 

Increase our Services Bookings with Salesforce, and enhance the Salesforce ACV through :

 

  • Maintaining a strong governance and executive mapping amongst the two companies
  • Design and drive High Growth Initiatives with joint Salesforce/Capgemini solutions
  • Work with Salesforce Teams to map industry, service line and industry leaders to identify potential joint opportunities and future account development, initiatives and solutions
  • Facilitate Cross-BU/Cross Industry/Cross-Regions Alignment initiatives
  • Elevate field engagement through working closely with regional partner executives and other BU leaders

 

Lead engagement in the field with Account Execs and Sales Execs, as well as all sales efforts from the partner’s prospective (Salesforce and Capgemini)

  • Manage current Capgemini/Salesforce programs around Industry initiatives
  • Support Sales Activities (including seminars, webcast, conferences, road shows, join planning/mapping sessions)          
  • Support Account Strategy Development Leveraging Salesforce and/or ecosystems of Salesforce Partners
  • Deeper penetration of existing Capgemini accounts by leveraging Salesforce
  • Set-up the appropriate operational processes and execution of resale, influence registrations, brand reviews, audits, etc…

 

 

Key Measurements

 

  • Incremental revenue driven by Sell-With, Growth Initiatives, Sell-To, and Partner Funding for Salesforce
  • Increase Capgemini's presence/influence at Salesforce Headquarters         
  • Success of QBRs (Quarterly Business Reviews) and Executive Relationship management
  • Salesforce Partnership Success Measure – ACV ( Annual contract value) ( Partner’s own revenue that has been validated by the Partner organization as having been influenced by Capgemini)

 

Profile

 

  • Title: Global Partner Executive
  • Level: Principal
  • Background: Alliances Management, Sales Management, Enterprise Cloud Computing Management, Global/Multi Country Account Management, Business Development Management
  • Experience:
  • Track record of successful management of global alliance programs or software solutions sales programs within a large technology or large Consulting/ System Integrators organization
  • Salesforce or Digital Customer Experience senior position experience in N.A. or Europe
  • Product and solution experience in Salesforce
  • Global Alliance/Account Management experience
  • Networked with Sales and Alliances teams within the Group and with channels and partners

 

 

 

 

 

Expected Competencies

 

 

  • Role Competencies
  • Mastery of Alliances/Sales Management techniques
  • Global Market Awareness
  • Executive Presence
  • Deep knowledge of VMware and virtualization
  • Rigorous Program Management and Change Management skills
  • Understanding of SAP a plus
  • Global Perspective and thinking

 

  • Core Competencies
  • Business Acumen
  • Excellent Presentation Skills
  • Industry and Technology Understanding
  • Excellent Communication/Listening Skills
  • Strong negotiation skills

 

 

  • “Global” Competencies
  • Fluent in English
  • Strong networking and relationship development skills
  • Ability to influence and convince executives
  • Comfortable with working in an international and “virtual” team and network
  • Ability to work autonomously in a dynamic environment
  • Successful in teaming with people from different cultures

Ref:

060133

Posted on:

December 16, 2021

Experience level:

Executive

Education level:

Bachelor's Degree (±16 years)

Contract type:

Regular

Business units:

SharedServices (us-en)