Mulesoft Account Partner Specialist

About the role

The 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.

Responsibilities

• 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
• 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

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
• 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
• 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
• Able to thrive in a fast-paced sales environment