Job Category

Sales

Job Details

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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.

Key Responsibilities

- Partner Relationship Management —
- Own and manage the indirect business GTM with Cloud Resellers, acting as the primary point of contact from Salesforce
- Business Planning —
- Develop joint business plans with resellers, including pipeline targets, go-to-market strategies, and growth initiatives for the ESMB segment.
- Recruit & Onboard —
- 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 —
- 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 —
- 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
- 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 —
- Hold regular forecast reviews and Quarterly Business Reviews (QBRs) with resellers to track performance against KPIs
- Performance Management —
- 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




- 7+ years of proven experience in channel sales, partner management, or alliances — ideally in a SaaS or cloud setting.
- 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.

Unleash Your Potential

Accommodations

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee 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, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between.

📌 Senior Channel Account Manager - Resellers (Mumbai)
🏢 salesforce
📍 Mumbai