Account Partner Director

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Job Category

Customer Success

Job Details

About Salesforce

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The Account Partner Director (APD) is a strategic GTM leader for Professional Services, responsible for driving the full lifecycle of services engagement across a defined territory. In the new era of services consumption — where customers expect measurable business outcomes over transactional delivery — the APD must be deeply fluent in outcomes-based and consumption-based selling models, connecting every engagement to real, quantifiable customer impact.
This person will orchestrate the full Success Cloud portfolio for designated accounts, acting as the primary bridge between the customer's strategic priorities and Salesforce's ability to deliver real, quantifiable impact. The APD must earn the right to be a trusted advisor by deeply reading each customer's business context, translating needs into initiatives with clear KPI impact, and ensuring every engagement generates demonstrable value on the customer's Salesforce investment.
Beyond external orchestration, the APD leads internally — aligning License Sales, Delivery, Alliances, and Partners to build and execute a cohesive account strategy. The primary measurement of success for this role remains YOY growth in overall services bookings and revenue, with a clear and growing lens on adoption velocity and customer-reported business outcomes.

Responsibilities:

• Exceed CSG Success Cloud growth and bookings targets, while ensuring organizational health and customer satisfaction goals as a territory leader
• Deeply understand each customer's business context — motivations, industry dynamics, strategic goals, and critical KPIs — to co-design initiatives that deliver measurable outcomes, not just services delivery
• Lead with an outcomes-based selling approach, structuring engagements around value realization milestones and platform adoption metrics
• Engage C-Level executives using a consultative, insight-led approach that positions Salesforce as a long-term transformation partner — not a vendor
• Build compelling, customer-specific business cases that connect proposed initiatives to concrete KPI impact (revenue, efficiency, time-to-value, adoption), ensuring every investment is justified by expected business outcomes
• Develop and manage a territory plan and personalized account plan for each customer, aligned with their business goals; forecast accurately and timely, build pipeline, and progress opportunities to deliver YOY revenue growth
• Orchestrate internal stakeholders — License Sales, Delivery, Alliances, and Partner organizations — to ensure a seamless and unified customer experience throughout the engagement lifecycle
• Be a recognized model for cross-functional collaboration, strategic leadership, and consistent business results
• Leverage AI tools daily to research customer industries, generate executive briefings, draft business cases, summarize account activity, and surface relevant insights before customer interactions. Apply AI to accelerate territory and account planning — including market segmentation, white-space analysis, and next-best-action guidance

As an Account Partner Director, you:

• Are internally and externally recognized as a business contributor and trusted transformation advisor, with strong industry and domain credibility
• Demonstrate a high level of knowledge of emerging business trends, outcomes-based services models, AI-driven transformation, and Salesforce platform direction
• Translate complex customer environments into actionable success roadmaps, balancing short-term wins with long-term platform adoption
• Work on complex, multi-stakeholder initiatives that require both business acumen and industry knowledge to navigate successfully
• Act as an advisor on high-impact customer decisions, exercising discretion and judgment to align Salesforce solutions with the customer's strategic agenda
• Lead and influence cross-functional teams — internally and externally — and actively mentor peers and junior team members
• Integrate AI into your daily workflow — using generative and predictive AI tools to prepare for meetings, personalize outreach, create follow-up summaries, and identify growth opportunities across your territory
• Champion AI adoption with customers, showcasing how Salesforce's AI capabilities (Agentforce, Einstein, Data Cloud) can accelerate their transformation goals

Basic Qualifications & Skills:

• 8+ years of consultative sales experience with a consistent track record of exceeding quota
• Of which, 5+ years experience selling and/or delivering professional services for a strategic consulting firm, large-scale system integrator, or technology company
• Proven ability to read customer business environments deeply — identifying unstated needs, KPI gaps, and transformation opportunities — and translate them into high-impact service engagements
• Track record of selling and positioning outcomes-based services models, with demonstrated ability to connect services investment to measurable business value
• Experience developing and maintaining C-level relationships where you are recognized as a trusted advisor and strategic partner, not just a sales contact
• Experience growing accounts with large and complex pursuits ($M+), including multi-year transformation programs
• Strong orchestration skills — ability to align internal teams (Sales, Delivery, Alliances, Partners) and external stakeholders around a common customer success agenda
• Highly collaborative and effective in complex, matrixed environments
• Ability to thrive in a fast-paced, evolving environment where the services consumption model is actively transforming
• Demonstrated fluency in AI tools for daily productivity — including generative AI assistants, CRM AI features, and AI-powered research and content creation platforms

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.

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