Description
Key Responsibilities
Program Operations
- Own the day-to-day management of the Ecosystem Initiatives programs globally, including partner approvals, SKU management, and order processing via Coupa and My Procurement Center
- Manage and maintain the approved partner roster, onboarding new partners to expand geographic and product coverage — particularly for strategic solutions such as Agentforce, Data Cloud, and Tableau
- Ensure compliance with program eligibility requirements, ROI guardrails, and SOW/agreement standards
- Provide quarterly program updates and approvals to internal stakeholders including Sales leadership
Stakeholder Management
- Act as the primary point of contact for field sales teams (AEs, SEs, Sales Leaders) across AMER and EMEA seeking funding support for active opportunities
- Coordinate with internal teams including Finance, Procurement, Legal, and Partner Account Management on payments, funding, and partner processes
- Engage directly with approved partner contacts to coordinate capacity, eligibility, and engagement delivery
- Run regular office hours and enablement sessions for partners and internal teams
Innovation & Growth
- Identify and launch new quarterly initiatives in support of the Global SMB business with partners, driving partner-sourced ACV and deal acceleration
- Expand the Ecosystem Initiatives to new partners, geographies, and product offerings to improve EOQ coverage and reduce deal bottlenecks
- Monitor market trends and emerging technologies (e.g., agentic AI, new delivery models) to evolve the program offering
- Contribute to the broader ecosystem strategy by aligning Ecosystem Initiatives operations with the Partner Program team
Reporting & Process Improvement
- Track and report on program metrics, including ACV, close rates, and adoption/consumption
- Continuously identify and remove process bottlenecks to improve speed and scale of Ecosystem Initiatives delivery
- Maintain and update standard operating procedures (SOPs), partner-facing documentation, and field enablement materials
Required Skills & Qualifications
- Strong stakeholder management — ability to work across Sales, Finance, Procurement, Legal, and external partner organizations
- Deep understanding of partner ecosystems — familiarity with consulting/implementation partner models and channel business dynamics
- Commercially minded — able to connect program activities to revenue outcomes and partner-sourced ACV goals
- Highly organized and detail-oriented — capable of managing multiple concurrent engagements, approvals, and processes
- Process-driven — experience managing or improving operational workflows, including payments and procurement processes
- Forward-thinking — ability to anticipate business needs, track market trends, and proactively launch new initiatives on a quarterly cadence
- Excellent communication skills — comfortable presenting to sales leaders, writing partner-facing documentation, and running enablement sessions
- Experience working in a SaaS or technology company, ideally with exposure to SMB or mid-market sales
Preferred Qualifications
- Prior experience in partner programs, alliances, or channel operations
- Familiarity with Salesforce products (Sales Cloud, Service Cloud, Agentforce, Data Cloud, Tableau)
- Experience with procurement or funding tools (e.g., Koopa, My Procurement Center, Catalyst, SIP Funding)
- Understanding of Salesforce's SMB go-to-market motion
Team & Reporting
This role sits within the Global SMB Ecosystem team and reports to the Head of Global SMB Ecosystem. The Analyst will work alongside regional SMB partner managers across AMER and EMEA, collaborating closely with field sales, partner account management, and program operations teams.