Strategic alliances are a key part of continuing to progress the way the BCG meets the ever-evolving needs of clients and markets. To support that, BCG’s Global Strategic Alliances team is establishing a new role as a primary point of contact supporting our Salesforce partnership in EMESA (Europe and Middle East). Our ideal candidate will have relevant management consulting and business development experience to help advance and operationalize our strategic partnership with Salesforce working with a growing team of global as well as regional practitioners and global leadership. This role sits inside the Alliances team; and the individual will have a dotted line relationship as well as accountability to our Marketing, Sales and Pricing and Salesforce practice leadership.
The individual will work closely with TDA, X, IPA and FPA MDPs supporting priority accounts, as well as other teams that engage the Salesforce partnership. The role will execute against the operating pillars that support a balance of outcomes across a 360-approach including talent development, brand build, business (commercial) and offering development to codify, scale, connect, and drive best practices as well as outcomes. As BCG and Salesforce define and execute go-to-market propositions, this role will work to evangelize those offers throughout BCG, while aligning to firm and practice area imperatives, client team priorities and commercial opportunities.
This role provides direct leverage to leadership supporting the organization, strategy, and development of the Salesforce Center of Excellence within BCG. In addition, there will be opportunities to consider and engage other enterprise solutions partnerships that intersect with Salesforce across our ecosystem.

• Initiation and activation of new joint use cases for offering development

  • Identify and shape opportunities for standardized offers of joint Salesforce and BCG services based on existing opportunities and POCs

  • Work to identify new areas for development to serve and unlock new prospects

  • Drive development of world-class materials to promote use cases internally (w/in Salesforce and BCG) and externally

• Coordination of enablement (talent development) investments and activities

  • Work with Alliance and counterpart enablement leads to drive program evolution and investment for talent development tuned to BCG and market demands

  • Ensure establishment, integration, engagement, and measurement of talent development objectives as well as negotiated and agreed outcomes

• Drive brand-building coordination and opportunities across the relationship

  • Brand-building with our ecosystem partners has always been core to our program. You will work with Alliance and other marketing and event leaders across BCG and Salesforce to help ensure our partnership appears in the right forums including research, thought leadership, PR/AR, social, as well as regional, industry, and global events

  • You will work with account and PA leaders to ensure we follow process and branding guidelines per our partnership agreements

• Ongoing Management of Existing Alliance:

  • Management of contracting and other, legal relationship documents in accordance with the Practice Area as well as the Global Alliance Director

  • Establish stakeholder engagement and management strategy and tactics tailored to the region

  • Diligent tracking of outcomes and drive reporting across Salesforce and BCG

  • Ensure proper tracking of opportunities within CRM for Salesforce and BCG

• Deal Lifecycle –Program Management, Business Development, Go-To-Market & Revenue:

  • Day to day engagement of deal pipeline between Salesforce and BCG with direction from leadership

  • Identify and pursue opportunities in early-stage lifecycle to hand-off to commercial leads

  • Activist PMO to clear challenges where needed to identify and unlock new commercial ops

  • Work with technical teams at Salesforce and BCG to problem solve day-to-day issues

• 8 years of work experience in management consulting, partner management, or business development - experience working for or with technology ecosystems, major cloud, and enterprise business application providers a plus

• Work experience at a Big 4 or advisory firms preferred

• Strong knowledge of, and interest in, industry trends, technology solutions, and digital products - including analytics, AI, and business applications

• Experience with complex cross-functional stakeholder identification, cultivation, and management

• Excellent Communicator e.g. written and verbal skills and able to communicate new ideas that garner executive support and excitement

• Strong interpersonal skills and trusted peer, advisor, and team member

• Computer Science or Information Services Bachelor’s Degree; MBA preferred