Strategic ISV Partner Account Manager

About the role

This is a founding motion role—the first of its kind in the Independent Software Vendor (ISV) partner channel at Salesforce. In this role, you will design, negotiate, and close a new class of strategic deal: multi-year, full-platform Enterprise License Agreements (ELAs).

Responsibilities

• Own the Commercial Structure: Design and customize multi-year enterprise agreements based on partner market size, customer footprint, and product maturity.
• Co-Create Pricing Frameworks: Design complex pricing models (e.g., consumption-based vs. seat-based, pilot-to-production ramp structures, and platform access tiers).
• Navigate Governance: Author the business cases and deal models required to clear internal Deal Desk, Revenue Recognition, and Legal reviews for highly customized structures.
• Pipeline Generation & Qualification: Drive Account Sourcing, Run Strategic Upgrades, Build and Maintain a Robust, Validated 6-month Rolling Deal Pipeline.
• Cross-Functional Execution: Orchestrate Internal Resources, Lead Collaboration Across Multiple Product Lines, Ensure Deals Span Core CRM, Data Cloud, and AI/Agentic Platforms Seamlessly, Represent Strategic Deals in Internal Executive Reviews and Sales Leadership Updates.
• Onboarding & Partnership Handoff: Structured Transitions, Anchor Consumption, Participate in the 30-day Post-close Partner Kickoff.
• Create the Blueprint: Document Deal Structures, Objection Handling, and Commercial Frameworks to Establish a Repeatable Model That Allows Us to Scale This Program Globally, Feed Market Intelligence Including What's Working, Competitive Roadblocks, and Product Requirements Directly Back to Leadership and Product Engineering Teams.

Requirements

• 7–12 years of enterprise SaaS sales experience with a proven track record of closing complex, multi-year Enterprise License Agreements (ELAs).
• Commercial Acumen: Demonstrated ability to creatively architect commercial structures from scratch, rather than just selling pre-packaged products.
• Comfort operating in an entrepreneurial, ambiguous environment—you enjoy building the playbook while executing it.
• Sufficient technical depth to discuss platform architecture, AI agents, and data strategy with an ISV’s engineering and product leaders.

Qualifications

• Deep familiarity with consumption-based commercial models (e.g., credit systems, drawdowns, and ramp structures).
• The ability to be a credible, peer-level counterpart to a partner's CEO, CFO, or Chief Product Officer during high-stakes negotiations.

Skills

• Strategic Negotiation
• Deal Architecture
• Complex Pricing Models
• Collaboration Across Multiple Product Lines
• Customer Relationship Management
• Leadership and Team Management

Benefits

At Salesforce, we offer a variety of benefits to help you live well including: time off programs, medical, dental, vision, mental health support, paid parental leave, life and disability insurance, 401(k), and an employee stock purchasing program. More details about company benefits can be found at the following link: https://www.salesforcebenefits.com.

Pay

The typical base salary range for this position is $168,560 - $225,470 annually. There is a different range applicable to specific work locations. In California and New York, and select cities in the metropolitan areas of Boston, Chicago, Seattle, and Washington DC, the base pay range for this role in those locations is $185,430 - $248,010 per year.

Schedule

Full-time position.