Salesforce Alliance & Channel Manager

FormativGroup is adding an ambitious, organized, and commercially minded Alliance & Channel Manager to the team to help turn FormativGroup’s strategic partnerships into consistent field engagement, qualified pipeline, and measurable revenue impact.

This is an execution-focused individual contributor role operating across verticals and partner channels. The Alliance & Channel Manager will serve as the engine behind FormativGroup’s ecosystem go-to-market motions, coordinating account mapping, partner cadences, campaigns, events, deal registration, enablement, and pipeline reporting. The role will focus primarily on executing FormativGroup’s Salesforce alliance strategy while also supporting and actively managing other channels and go-to-market partnerships.

The ideal candidate is relationship-oriented, highly disciplined, comfortable working across multiple teams, and motivated by helping partner relationships convert into active opportunities.

We're anticipating future openings and are connecting now with great talent who'd like to be considered when the time comes.

Key Responsibilities

Partner Field Engagement

Build and maintain productive working relationships with partner field teams, including Account Executives, Regional Vice Presidents, Partner Sales Managers, Partner Account Managers, and alliance stakeholders.

Execute targeted outreach and partner campaigns that keep FormativGroup’s capabilities, customer successes, sales plays, and delivery capacity visible to relevant partner teams.

Coordinate and facilitate joint account-mapping sessions between FormativGroup sales leaders and partner account teams, including preparation, follow-up, and action tracking.

Support regular partner cadences and pipeline reviews to advance co-sell opportunities, clarify ownership, and maintain momentum.

Help connect FormativGroup Account Executives, Industry SMEs, and Solution Engineers with the right partner stakeholders across strategic verticals and broader market opportunities.

Channel Operations & Pipeline Management

Manage day-to-day partner operations, including deal registrations, lead acceptance, opportunity attribution, referral tracking, and partner portal updates.

Maintain accurate alliance and channel data in Salesforce and partner systems, including source, influence, next steps, stage, value, and expected close timing.

Track partner-sourced and partner-influenced pipeline, field engagement, campaign activity, and conversion performance; prepare clear reporting for alliance and sales leadership.

Coordinate follow-up actions across Sales, Alliances, Solution Engineering, Marketing, and Delivery to ensure partner-generated opportunities progress effectively.

Support onboarding and operational integration of new partners and acquired-company partner relationships.

Enablement, Campaigns & Events

Support execution of joint sales plays and partner campaigns across multiple industries and solution areas.

Coordinate creation and distribution of practical co-sell materials, including partner-ready messaging, account briefs, trigger sheets, customer stories, and one-page solution summaries.

Support regional partner events, executive roundtables, webinars, Salesforce World Tours, Dreamforce, and other ecosystem programs.

Coordinate invitations, attendee tracking, internal preparation, partner follow-up, and opportunity capture associated with events and campaigns.

Help maintain a consistent calendar of partner communications, enablement sessions, account-planning activities, and field programs.

Salesforce & Other Go-to-Market Partnerships

Execute alliance and channel activities primarily within the Salesforce ecosystem while also supporting and actively managing other strategic channels and go-to-market partnerships.

Adapt field engagement, account-planning, and operating cadences to the needs of different partner models while maintaining consistent pipeline discipline and follow-through.

Gather feedback from partner and sales teams to identify execution gaps, emerging opportunities, and improvements to co-sell motions.

Contribute to a collaborative, scalable alliance operating model as FormativGroup expands across partners, verticals, and acquired businesses.

Qualifications

3–5 years of experience in alliances, channel sales, partner operations, sales development, field marketing, account development, or a related commercial role within a technology company, consulting firm, or systems integrator.

Experience supporting partner-led or co-sell motions, including account mapping, campaign execution, pipeline tracking, partner communications, or deal registration.

Strong familiarity with the Salesforce ecosystem is preferred, including its field sales and partner-management structure. Experience supporting other channels, technology alliances, referral relationships, or go-to-market partnerships is a plus.

Working knowledge of CRM and partner-management processes, with the discipline to maintain accurate opportunity and attribution data.

Strong written and verbal communication skills, including the ability to create concise, partner-friendly outreach for email, Slack, presentations, and enablement materials.

Strong organizational and project-coordination skills, with the ability to manage multiple partners, verticals, campaigns, and follow-up actions simultaneously.

Comfort working with sales leaders, account executives, partner managers, marketers, solution teams, and senior stakeholders across company boundaries.

Bachelor’s degree or equivalent relevant professional experience.

Success Profile

Execution-oriented and highly dependable

Commercially curious and motivated by measurable pipeline outcomes

Relationship-minded, responsive, and credible with partner field teams

Organized and disciplined with strong attention to detail

Comfortable operating across Salesforce and other channels, partnerships, and industries

Able to influence and coordinate without formal authority

Energetic, resourceful, and comfortable in a fast-growing environment

Measures of Success

Partner-sourced and partner-influenced pipeline supported

Growth in active partner relationships and field engagement

Completion and follow-through of account-mapping and co-sell cadences

Accuracy and timeliness of partner attribution, portal, and CRM data

Campaign and event execution, participation, and opportunity conversion

Responsiveness and satisfaction of internal sales teams and external partners

Compensation & Travel

FormativGroup offers a competitive compensation package commensurate with experience, including base salary, performance-based incentive compensation, and benefits. This is a remote-first role with periodic travel for partner meetings, field events, and company activities.

Location and Work Authorization

This is a remote role with periodic client and partner trave l . Candidates located in the Northeast United States are preferred.

Applicants must be authorized to work for any employer in the United States. FormativGroup is unable to sponsor or assume sponsorship of an employment visa for this position.

Candidates must reside in one of the following locations: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, KY, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, or Washington, DC. We are committed to pay equity and transparency. The compensation range for this position represents our good faith estimate of the range we reasonably expect to pay for this role at the time of posting. The actual compensation offered will be determined based on factors such as the candidate’s experience, skills, education, work location, and internal equity.  

In addition to base pay, employees may be eligible for discretionary bonuses, commissions, or other incentive programs, as well as a comprehensive benefits package that includes medical, dental, vision, 401(k), paid time off, etc.  

Estimated Compensation Range: $80,000 — $100,000 USD

FormativGroup operates within the critical middle layer of business technology, where applications and systems connect infrastructure to business processes. We are specialists who help the middle market take full advantage of their technology investments with deep, industry-centric expertise, all in one place, to unify fragmented systems.  With deep technical expertise across cloud architecture, system integration, AI, and data strategy, we bridge the gap between business goals and modern platforms.    

FormativGroup is an equal opportunity employer providing opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

ADA Specifications: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.  

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