Director, Salesforce Alliance Management, Remote

📋 Description

• • Huron Consulting Group is at the forefront of redefining what a global consulting organization can be, consistently advancing new ideas to foster stronger clients, individuals, and communities. We are dedicated to helping our clients discover innovative pathways to drive growth, enhance their business performance, and solidify their leadership positions within their respective markets. Our commitment extends to developing and implementing transformative strategies and solutions that empower our clients to proactively shape and own their future.
• • As a vital member of the Huron corporate team, you will play a pivotal role in evolving our business model to ensure we remain ahead of market forces, industry trends, and evolving client needs. Our collaborative teams in accounting, finance, human resources, IT, legal, marketing, and facilities management work synergistically to support Huron’s overarching strategies and enable the real transformation necessary to produce sustainable, long-term business results. Join us and actively contribute to shaping your future and the future of our organization.
• • The Director, Salesforce Alliance Management, is a critical leadership role responsible for setting the enterprise vision for how Huron strategically engages, grows, and differentiates itself within the expansive Salesforce ecosystem and other key partner networks. This leader will own the complete end-to-end partner strategy, encompassing alliance governance, the development of joint business plans, fostering ecosystem growth, and ensuring operational excellence across all partner interactions.
• • Acting as Huron’s senior and primary relationship owner with Salesforce, this Director will be instrumental in driving measurable business impact. This will be achieved by aligning executive stakeholders on both sides, developing multi-year strategic roadmaps, collaborating on impactful partner and field marketing programs, and diligently executing against shared growth priorities. This role demands a unique blend of strategic leadership, executive influence, and hands-on execution, serving as a crucial connector across our sales, industry leadership, marketing, delivery, capability teams, and our valued partner organizations.
• • The ideal candidate must possess deep, demonstrable experience within the Salesforce ecosystem, coupled with robust expertise in alliance management. Furthermore, they must exhibit a proven ability to lead effectively through complexity within a matrixed organizational structure.
• • Key Responsibilities:
• • Alliance Strategy & Governance:
• • Define, articulate, and own Huron’s multi-year, enterprise-level Salesforce partner strategy, ensuring alignment with overall business objectives and market opportunities.
• • Establish robust governance frameworks, sophisticated joint planning structures, key performance indicators (KPIs), and effective operating rhythms to manage and optimize the partnership.
• • Continuously assess the performance of the partnership portfolio, providing strategic recommendations for shifts in go-to-market (GTM) focus, investment allocation, or resource deployment to maximize impact.
• • Drive long-term strategies aimed at expanding Huron’s influence within the Salesforce ecosystem, strengthening partner alignment, and significantly increasing pipeline and revenue contribution derived from the partnership.
• • Salesforce Ecosystem Leadership:
• • Serve as the senior executive relationship owner for Salesforce, acting as the primary representative of Huron across all relevant partner leadership forums and executive engagements.
• • Lead and manage the critical quarterly and annual planning cycles, comprehensive business reviews, co-sell alignment initiatives, and strategic projects in close collaboration with Salesforce executives.
• • Proactively expand Huron’s influence and visibility within the Salesforce ecosystem through strategic networking, dedicated relationship building, and active participation in key alliance programs and initiatives.
• • Executive & Cross-Functional Leadership:
• • Function as a trusted advisor to Huron’s internal executives, effectively translating complex partner strategies into clear, actionable enterprise-wide initiatives.
• • Forge strong partnerships with senior leaders across industry, capability, sales, product, delivery, and marketing functions to ensure a unified and cohesive execution of alliance strategies.
• • Represent the alliance strategy in critical enterprise-level forums, providing guidance and leadership to cross-functional teams navigating complex partner priorities and objectives.
• • Sales Alignment & Activation:
• • Collaborate closely with the Field Marketing team to activate coordinated GTM efforts, including the development and execution of joint campaigns, targeted sales plays, and strategic event participation.
• • Represent Huron’s presence at major Salesforce events such as SKO, Dreamforce, World Tours, and industry summits, actively engaging in executive meetings, pursuing partner award nominations, and executing other sales-focused activities to elevate the Huron brand.
• • Ensure seamless alignment of partner programs with account mapping strategies, co-sell activities, partner education initiatives, and the enablement of field sales teams.
• • Partner Operations:
• • Diligently manage partnership agreements, renewals, required certifications, listing requirements, and performance milestones to maintain or elevate Huron’s partnership tier status with Salesforce.
• • Establish and manage comprehensive dashboards, performance frameworks, and reporting cadences for all alliance initiatives, ensuring transparency and accountability.
• • Leverage data and insights derived from performance metrics to drive informed decision-making, optimize program effectiveness, and foster a culture of continuous improvement within the alliance management function.