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 while pioneering new Salesforce embeddings across the wider partner enterprise. 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 licences, 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 prioritising 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. Lead the partner Center of Excellence (CoE) build‑out – mobilising Salesforce's solution engineering, product, and enablement resources to embed Salesforce autonomy into the partner's internal operations and client‑facing platforms. 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 organisations. Bachelor's degree in either Business, Economics, Strategy or an 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 an equivalent level of education. Salesforce is an equal opportunity employer and maintains a policy of non‑discrimination with all employees and applicants for employment. All employees and prospective employees 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, or political viewpoint. #J-18808-Ljbffr