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Job Category
Customer Success
Job Details
We are currently seeking a MuleSoft Account Partner to join our growing Professional Services
sales team within Customer Success Group (CSG). Our Account Partners act as trusted
advisors to our customers by providing execution excellence, demonstrating intimate knowledge
of their business, and defining a roadmap towards success. Their primary goal is to help
customers generate significant business value from their Salesforce/MuleSoft investment.
As a critical member of the GTM and Professional Services team, you are responsible for
building relationships with our license sales and extended functional teams (such as product,
success managers, creative teams, legal, delivery and more) to understand, evaluate and
strategically counsel our internal teams and customers on programs to complete their vision and
goals. You will be responsible as the deal originator, strategist and execution quarterback
supported by our delivery organization.
Are you passionate about Customer Success and would you like to work at the forefront of Digital
Innovation at one of the most exciting CRM companies?
Your ImpactThe MuleSoft Account Partner is committed to earning the right to be an advisor to our Communications, Media and Technology (CMT) customers, with the primary goal of helping these customers quickly generate significant value from their Salesforce/MuleSoft investment.
The primary measurement of success for this role will be annual bookings of professional services sales (aka closed business) and bid margin aligned with agreed goals, targets, and quotas.
To be successful in the role you:- Complete MuleSoft training and become an expert in our consulting methodologies and practices
- Evangelize MuleSoft's ability to deliver business outcomes and our delivery methodology to our customers
- Drive account planning including the formulation of a clearly defined roadmap or the precursor activities to define such a roadmap
- Generate pipeline through self-origination and collaborating across Salesforce with License Sales,
- Delivery and Customer Success to develop trusted Professional Services propositions for ACC clients and prospects
- Use industry expertise and business acumen to understand a customer's motivation, business drivers/challenges, strategic goals and objectives, and desired business outcomes
- Engage and present to customers, especially at C-Level, using a consultative selling approach that positions Salesforce,MuleSoft and yourself as a long-term trusted advisor relationship
- Create a compelling vision and clearly communicate our groundbreaking solutions with the goal of generating significant success and business value from an investment in the MuleSoft Anypoint Platform
- Develop and lead a territory plan and a tailored account plan for each customer that aligns with their business goals, priorities, and timeframes
- Forecast accurately and timely, build a pipeline, and progress opportunities to deliver MuleSoft YOY revenue growth
- Develop mutually agreed and aligned close plans and drive the execution of these plans to realize closed bookings aligned (or in excess) of assigned sales goals/quotas
- Be a recognized role model for collaboration, understanding, and overall business results
Basic Requirements- Have a professional services sales background or blended consultative sales and project delivery background
- Technical and cognitive ability to scope and strategically plan engagements
- Have experience working with a customer through a visioning process, assessing business value outcomes, and developing plans to support the realization of that value through a structured program
- Present business value led pitches and effectively negotiate terms aligned with margin targets
- Can exercise empowered judgment in methods, techniques, and evaluation criteria for obtaining results aligned with goals of the company and within associated guidance
- Recognize the importance of timing to close deals and are able to balance driving the closing cycle while being responsive to the customer's needs and fundamentally building trust in the relationship
Preferred Requirements- Experience working in the CMT domain, specifically delivering value propositions to customers in the Communication, Media and Technology space
- 7+ years of consultative sales experience with a proven record of consistently meeting (or exceeding) quota
- Experience selling and/or delivering Professional Services in a context similar to Salesforce or a Global System Integrator type environment
- Demonstrated ability to develop and maintain executive (including C-level relationships) where you are recognized as a trusted advisor
- Experience growing accounts with large and complex pursuits ($M+)
- Experience in creating outstanding responses to functional and technical elements of RFIs/RFP
- Highly collaborative excels in a matrix organizational model (aligning with other business functions)
- Committed team player with strong interpersonal skills who share and support colleagues
- Ability to thrive in a fast-paced sales environment
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