Description

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.