SMB Ecosystem Analyst

Descripción del puesto:

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Job CategoryOperations

Job Details

About Salesforce
Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

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.

Unleash Your Potential
When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.

Accommodations
If you need a reasonable accommodation during the application or the recruiting process, please submit a request via this Accommodations Request Form.

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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