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Business Development Senior Manager
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Salesforce Overview
As a member of the ISV Business Development team, you will be responsible for generating, managing, and driving high impact, revenue-generating channel partnerships. This includes developing partnership strategy, leading the commercial strategy, and handling relationships and negotiations for partnership deals which can be non-traditional in nature, requiring sophisticated stakeholder management and business case development. The role may involve concurrently driving multiple deals or initiatives with partners to complement Salesforce solutions, create new industry or vertical footprints leveraging the Salesforce technology stack, and drive a unique go-to-market business partnership to accelerate indirect and direct sales. Responsibilities
Source and close strategic resell (OEM) partnerships that extend Salesforce distribution by identifying, engaging, and convincing third parties to build products on the Salesforce platform. Add new partners to the Salesforce ecosystem via integration, agents, and data connectivity. Identify whitespace where platform gaps exist, and craft partner-driven solutions to address them—leading everything from deal structure to internal alignment. Activate and help scale Agentforce by identifying ecosystem partners that can enhance intelligent agent workflows and in-context AI capabilities. Champion creative business models that unlock value for customers while ensuring mutual success for partners. Own the full partnership lifecycle: from market opportunity analysis and initial outreach through negotiation, contracting, and GTM readiness. Navigate ambiguity, prioritize thoughtfully, and move quickly to structure first-of-kind deals. Ensure partner engagements are scalable and built for long-term success, focusing on building new opportunities rather than managing existing ones. Partner with key internal stakeholders across Product, Legal, Finance, Operations and Sales. Act as a thought leader on ISV partner landscape and ecosystem; contribute to strategy sessions, internal readouts, and investment cases with insight and clarity. Qualifications
7+ years in business development, strategic partnerships, corporate development, or platform strategy—ideally in SaaS, AI, data, or cloud ecosystems. Proven experience leading complex deal cycles and building new business models (e.g., revenue shares, embedded experiences, ecosystem monetization). Understanding of the Salesforce platform—including APIs, workflows, agents, automation—and its ecosystem potential. Familiarity with generative AI, LLMs, data analytics platforms, and cloud data architecture. Strong commercial instincts with the ability to work effectively across technical and non-technical stakeholders. Excellent verbal and written communication skills, including business case development and partner storytelling. Ability to structure and analyze quantitative impacts of partnerships on the business. Accommodations and equal opportunity statements are included in the original posting.
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Business Development Senior Manager
role at
Salesforce Overview
As a member of the ISV Business Development team, you will be responsible for generating, managing, and driving high impact, revenue-generating channel partnerships. This includes developing partnership strategy, leading the commercial strategy, and handling relationships and negotiations for partnership deals which can be non-traditional in nature, requiring sophisticated stakeholder management and business case development. The role may involve concurrently driving multiple deals or initiatives with partners to complement Salesforce solutions, create new industry or vertical footprints leveraging the Salesforce technology stack, and drive a unique go-to-market business partnership to accelerate indirect and direct sales. Responsibilities
Source and close strategic resell (OEM) partnerships that extend Salesforce distribution by identifying, engaging, and convincing third parties to build products on the Salesforce platform. Add new partners to the Salesforce ecosystem via integration, agents, and data connectivity. Identify whitespace where platform gaps exist, and craft partner-driven solutions to address them—leading everything from deal structure to internal alignment. Activate and help scale Agentforce by identifying ecosystem partners that can enhance intelligent agent workflows and in-context AI capabilities. Champion creative business models that unlock value for customers while ensuring mutual success for partners. Own the full partnership lifecycle: from market opportunity analysis and initial outreach through negotiation, contracting, and GTM readiness. Navigate ambiguity, prioritize thoughtfully, and move quickly to structure first-of-kind deals. Ensure partner engagements are scalable and built for long-term success, focusing on building new opportunities rather than managing existing ones. Partner with key internal stakeholders across Product, Legal, Finance, Operations and Sales. Act as a thought leader on ISV partner landscape and ecosystem; contribute to strategy sessions, internal readouts, and investment cases with insight and clarity. Qualifications
7+ years in business development, strategic partnerships, corporate development, or platform strategy—ideally in SaaS, AI, data, or cloud ecosystems. Proven experience leading complex deal cycles and building new business models (e.g., revenue shares, embedded experiences, ecosystem monetization). Understanding of the Salesforce platform—including APIs, workflows, agents, automation—and its ecosystem potential. Familiarity with generative AI, LLMs, data analytics platforms, and cloud data architecture. Strong commercial instincts with the ability to work effectively across technical and non-technical stakeholders. Excellent verbal and written communication skills, including business case development and partner storytelling. Ability to structure and analyze quantitative impacts of partnerships on the business. Accommodations and equal opportunity statements are included in the original posting.
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