Channel Account Manager - Resellers

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category
Sales

Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

About the Role
The Channel Account Manager (CAM) is a key member of the Alliances & Channels organization at Salesforce. This role is responsible for managing the performance and strategic relationship with Cloud Reseller partners, ensuring they are equipped to drive Salesforce business effectively in their markets.

This role also requires the candidate to drive partner-led revenue growth within the overall ESMB segment through Salesforce's expansive partner ecosystem. This role owns the indirect channel strategy for SMB in the region, working closely with Consulting Partners, and Resellers to scale Salesforce solutions to small and mid-sized businesses. You'll operate within Salesforce's Ohana culture - bringing partners along as true extensions of the Salesforce sales team.

Key Responsibilities

Partner Relationship Management -

o Own and manage the indirect business GTM with Cloud Resellers, acting as the primary point of contact from Salesforce

Business Planning -

o Develop joint business plans with resellers, including pipeline targets, go-to-market strategies, and growth initiatives for the ESMB segment.

Recruit & Onboard -

o Identify, recruit, and onboard new Cloud Resellers to expand Salesforce's indirect channel coverage
o Help partners progress through the Salesforce Partner Program by driving certifications, ACV targets, and customer success metrics.
o Recruit digital-native and regional partners with strong SMB reach in high-growth territories.

Enablement & Best Practices -

o Ensure resellers have the right team, tools, and resources; provide onboarding training and share best practices.
o Allocate Marketing Development Funds (MDF) through the Partner Marketing team toward SMB demand-gen - digital campaigns, webinars, and local events.
o Drive adoption of Partner Connect and the Partner Community portal for day-to-day partner engagement.

Deal Support -

o Collaborate with Account Executives (AEs) and Renewals Managers during the deal cycle to support reseller-led transactions.
o Work in collaboration with AEs for non-standard deals and contract restructures in coordination with Deal Desk
o Collaborate with Salesforce's SMB Sales & Territory teams to support partner co-sell motions and warm handoffs.

Revenue & Pipeline Management -

o Own partner-sourced and partner-influenced ACV targets for the SMB segment
o Manage high-velocity, high-volume SMB deal flow in Salesforce CRM - tracking opportunities, co-sell deals, and partner-influenced pipeline

Forecast & QBR Management -

o Hold regular forecast reviews and Quarterly Business Reviews (QBRs) with resellers to track performance against KPIs

Performance Management -

o Monitor reseller performance against agreed targets and take corrective action where needed.
o Act as the SMB partner advocate internally - channelling partner feedback to Product, Marketing, and Alliances leadership

Who You'll Work With

SMB AEs & Segment Leadership

Renewals Managers

Sales Operations

Alliances & Channels Leadership

Ideal Candidate

7+ years of proven experience in channel sales, partner management, or alliances - ideally in a SaaS or cloud environment.

Strong relationship-building and stakeholder management skills.

Ability to manage multiple partner relationships simultaneously.

Comfortable with forecasting, pipeline management, and business reviews.

Strong data skills - comfortable building partner scorecards and pipeline dashboards in Salesforce CRM and Tableau.

Excellent communication and presentation skills.

Experience working cross-functionally with sales, operations, and legal teams.

Salesforce product knowledge is a strong plus.

Unleash Your Potential

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.

Accommodations

If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

Please note that Salesforce uses artificial intelligence (AI) tools to help our recruiters assess and evaluate candidates' resumes and qualifications throughout the recruiting process. Humans will always make any candidate selection and hiring decisions. Please see our Candidate Privacy Statement for more information about how we use your personal data and your rights, including with regard to use of AI tools and opt out options.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications - without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.