Salesforce Alliance & Channel Manager - FormativGroup

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.