Sr. Director, SI Partnerships

Description

Salesforce is seeking a high-impact SI Partnerships Leader to build, manage, and scale a world-class ecosystem of System Integrators for our Agentic Process Automation suite of products. This individual will be responsible for the end-to-end health of our SI relationships, focusing on shifting the ecosystem from basic awareness to deep product proficiency. You will own the operational management of the partner lifecycle, ensuring that our partners are architecturally sound, operationally aligned, and equipped to lead Channel-Driven Sales initiatives.

This is a high-visibility role that sits at the intersection of Product, Sales, and Global Alliances. You will be responsible for building the strategic "Cookbook" that allows SIs to deliver complex Agentic AI transformations at scale. The ideal candidate balances a "Partnership-First" mindset with a rigorous focus on governance, ensuring every partner engagement meets the high standards of Salesforce’s enterprise customers.

The Salesforce Strategic Technology Partnerships team establishes, scales, and executes transformational alliances globally. We focus on "Middle-Office" and supply chain innovation, driving revenue through partner proficiency and customer success. Our team values trust, grit, agility, and the ability to solve complex problems in a rapidly evolving AI landscape.

Responsibilities

• Relationship Management: Act as the primary executive point of contact for key SI partners, fostering deep institutional alignment and long-term commitment to the Salesforce Agentforce roadmap.
• Ecosystem Product Proficiency: Design and execute technical enablement programs that go beyond certification, ensuring partners possess the architectural depth to deliver complex, autonomous process automation.
• Channel-Driven Sales: Lead the joint GTM strategy to drive partner-originated pipeline. Work closely with Sales and Marketing to empower SIs to lead the sale and implementation of AI-powered solutions.
• Operational Partner Management: Own the governance infrastructure for the ecosystem, including partner tiering, onboarding workflows, support escalation paths, and contract management.
• Architecture Governance: Partner with CIOs and Partner Architects to ensure SI-led deployments are scalable, secure, and aligned with Salesforce’s "Agentic Enterprise" vision.
• Performance & Insights: Design and deliver Quarterly Business Reviews (QBRs) and partnership scorecards that track key performance indicators (KPIs) such as partner-led ACV, implementation health, and consultant proficiency.
• Cross-Functional Orchestration: Collaborate with Product, Legal, Operations, and Enablement to remove friction from the partner journey and accelerate speed-to-market for partner-led initiatives.
  
  

Professional Experience Required

• 15 years of leadership experience in SI Alliances, Channel Management, or Management Consulting within the enterprise SaaS, AI and Automation space.
• Proven Channel Expertise: Demonstrated success in building and managing partner programs that drive significant Channel-Led Revenue.
• Ecosystem Scaling: Experience moving a partner network from "early adopters" to a high-proficiency, repeatable delivery engine.
• AI & Digital Transformation: Background in leading strategic architecture engagements or enterprise-wide AI adoption initiatives.
• Operational Rigor: Strong experience in partner governance, operational workflows, and data-driven relationship management.
• Salesforce Knowledge: Deep understanding of the Salesforce platform, its ecosystem, and the unique challenges of "Middle-Office" automation.
  
  

Desired Skills

• Strategic Vision: Ability to design long-term ecosystem strategies while executing on immediate GTM milestones.
• Executive Presence: Ability to influence C-suite stakeholders both internally and within the partner organization.
• Collaborative Leadership: A team player who can navigate matrixed organizations to align disparate stakeholders toward a common goal.
• Resilience & Agility: A proactive attitude with the ability to thrive in a fast-paced environment and work through significant ambiguity.
• Education: Bachelor’s degree in Business, Engineering, or related field; MBA or relevant post-graduate degree preferred.
  
  

For roles in San Francisco and Los Angeles: Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.