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Strategic ISV Principal Partner Account Manager

Salesforce is deepening its strategic partnership with a named Tier 1 Independent Software Vendor (ISV) to build the next generation of AI-driven, industry-specific enterprise solutions. This role will own the full breadth of the partner relationship globally: stewarding the existing embedded run‑rate business (a mature product built natively on Salesforce and deployed at scale across the partner's end‑customer base), while pioneering new Salesforce embeddings across the wider partner enterprise — unlocking net‑new business units, product lines, and industry segments not yet engaged. This is a high‑impact, highly visible role at the intersection of embedded product partnerships, commercial strategy, and Salesforce's industry growth agenda.

Target Outcomes:

Grow the run‑rate embedded OEM business (consumption, renewals, expansion)

Drive net‑new embedded offering pipeline across untapped partner business units and product lines

Scale Salesforce consumption growth anchored by partner proprietary data and distribution

Drive industry market capture via partner‑led go‑to‑market

Key Responsibilities Legacy Embedded Business — Protect & Grow

Own the OEM/ISV relationship for the partner's core embedded product — a platform built natively on Salesforce and deployed at scale across the partner's end‑customer base

Manage the commercial health of the OEM agreement: renewal, consumption tracking (platform licenses, org provisioning, add‑ons), and expansion across the partner's customer base

Work with the partner's product and engineering teams to ensure the embedded architecture stays current — driving migration off legacy APIs toward modern Salesforce Platform capabilities (e.g., Data Cloud integration, Agentforce‑native builds)

Partner with Salesforce ISV/OEM and ISV Success teams to accelerate the partner's next‑generation product lines currently in development or ISV Assess

Partner Expansion — Build New Embeddings

Develop and execute a partnership expansion strategy across partner business units not yet embedding Salesforce — identifying and prioritizing the highest‑value integration opportunities across new product lines, industry verticals, and geographies

Translate the partner's product roadmap and AI ambitions into concrete Salesforce embedding opportunities across Data Cloud, Agentforce, and Platform

Establish the partner as "Customer Zero" for net‑new agentic products — co‑developing joint solutions that can then be distributed via the partner to a broader industry market

Structure and negotiate new OEM/embedding agreements with partner product, legal, and commercial leadership

Agentic GTM & Distribution

Design and activate a joint GTM engine that leverages the partner's distribution reach as a scaled channel for Salesforce's industry agentic offerings

Unlock partner data pipelines that power high‑quality AI models across the joint offering

Scale the embedded model into new industry segments and geographies

Executive Alignment & Governance

Build and maintain exec‑level relationships with the partner globally — Alliance Directors, Practice Heads, Product/Engineering leadership, and C‑suite

Represent the partner internally as a strategic priority, coordinating across Salesforce product, ISV/OEM, industry sales, legal, finance, and marketing

Lead joint operating committees, QBRs, and executive summits; own the global Joint Business Plan (JBP)

Coordinate with Salesforce regional teams (AMER, EMEA, APAC) to ensure consistent field activation of both the run‑rate OEM business and new embedding motions

What You'll Own (KPIs)

OEM consumption health across the run‑rate embedded base (org growth, seat attach, add‑on revenue)

New embedding pipeline and ACV across net‑new partner business units

Salesforce consumption growth (3x target, anchored by partner proprietary data and distribution)

Certified practitioner and developer growth within the partner's product/engineering community

Scaled industry market capture via partner‑led distribution into new verticals and geographies

Required Experience

10+ years in partnerships, alliances, or business development in enterprise SaaS or technology

Proven experience managing OEM/ISV/embedded partnerships — specifically where the end customer may not know Salesforce is the underlying technology

Strong technical fluency — able to engage credibly with product and engineering leaders on architecture, API strategy, and AI roadmaps

Track record of structuring and closing large, complex commercial agreements (OEM, white‑label, platform licensing)

Experience operating globally and driving alignment across matrixed, cross‑functional organizations

Bachelor's degree in either Business, Economics, Strategy or equivalent field

Preferred

Prior experience at or with a major ISV, enterprise software company, or industry platform provider

Familiarity with Salesforce's ISV/OEM licensing model, AppExchange ecosystem, and Platform architecture

Deep familiarity with at least one major industry vertical and/or complex global enterprise software ecosystems

Experience with agentic AI product commercialization or data licensing models

Background navigating both a mature run‑rate embedded business and a greenfield expansion motion simultaneously

Master’s degree, MBA, or equivalent level of education

In the United States, compensation offered will be determined by factors such as location, job level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, and benefits. Salesforce offers 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.

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At Salesforce, we believe in equitable compensation practices that reflect the dynamic nature of labor markets across various regions.

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. Your recruiter can share more about the specific salary range for the job location during the hiring process.

The range represents base salary only, and does not include company bonus, incentive for sales roles, equity or benefits, as applicable.