Director, SI & ISV Alliances

Preferred Location: San Francisco Bay Area

Reports To: SVP, Alliances and GTM

Role Overview

We are seeking a dynamic Director, SI & ISV Alliances to lead and scale our Salesforce-focused partner ecosystem. This strategic role will drive go-to-market alignment, revenue growth, and innovation through deep collaboration with Global System Integrators (GSIs), Regional SIs, and ISVs. The ideal candidate has extensive experience in Salesforce partnerships, a track record of building high-impact alliances, and a passion for accelerating joint customer success.

Key Responsibilities

Alliance Strategy & Execution

• Develop and execute a global SI & ISV alliance strategy, with a primary focus on Salesforce ecosystem partners.
• Define and drive joint go-to-market (GTM) motions, co-sell strategies, and partner engagement plans.
• Establish and manage executive relationships with Salesforce, SI, and ISV stakeholders to drive pipeline and revenue growth.
• Identify new partnership opportunities that expand our market presence and drive strategic differentiation.

Salesforce Ecosystem Leadership

• Own and expand our Salesforce partnership, ensuring alignment with Salesforce sales, alliances, and industry teams.
• Drive Salesforce AppExchange strategy, joint solutions, and enablement programs to enhance partner success.
• Position the company as the go-to partner for Salesforce SI & ISV engagements, ensuring a strong presence in key industry verticals.

Revenue & Pipeline Growth

• Define and execute joint business plans with partners, setting clear revenue, pipeline, and customer adoption targets.
• Work closely with sales, marketing, and product teams to operationalize GTM programs that drive partner-led deals.
• Leverage Salesforce co-sell and partner incentives to maximize joint opportunities.

Enablement & Partner Engagement

• Align with the Enablement team to ensure development of partner training, certification, and enablement programs to accelerate adoption of our solutions.
• Lead executive briefings, workshops, and industry events to strengthen relationships and drive joint value.
• Ensure partners are equipped with sales tools, playbooks, and success stories to drive adoption.

Cross-Functional Collaboration

• Partner with sales, product, and marketing teams to build joint solutions, messaging, and competitive positioning.
• Advocate for partner-influenced roadmap innovations, ensuring alignment with Salesforce product strategy.
• Align with customer success to ensure seamless partner-led implementations and post-sales support.

Qualifications & Experience

• 10+ years of experience in alliances, partnerships, or business development, with a strong focus on Salesforce SIs & ISVs.
• Proven track record of executing GTM strategies and delivering measurable revenue impact through partnerships.
• Deep understanding of Salesforce ecosystem, including SI, ISV, AppExchange, and co-sell motions.
• Strong executive presence and ability to build C-level relationships with partners and internal stakeholders.
• Experience driving joint pipeline growth, sales enablement, and partner-led revenue.
• Ability to navigate complex partner organizations, aligning multiple stakeholders for mutual success.
• Exceptional communication, negotiation, and strategic planning skills.
• Experience working in fast-paced SaaS, cloud, or enterprise software environments.

Why Join Us?

• Lead a high-impact alliances strategy in one of the most dynamic ecosystems in the industry.
• Work closely with Salesforce, top-tier SIs, and leading ISVs to drive joint customer success.
• Shape the future of enterprise automation, AI, and cloud innovation through strategic partnerships.
• Be part of a fast-growing, innovative company with a culture of collaboration and excellence.