Vaga de Senior Account Partner - MuleSoft
1 vaga: | Publicada em 16/03
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Job Category
Customer Success
Job Details
About Salesforce
Were Salesforce, the Customer Company, inspiring the future of business with AI+
Data +CRM. Leading with our core values, we help companies across every industry
blaze new trails and connect with customers in a whole new way. And, we empower
you to be a Trailblazer, too driving your performance and career growth,
charting new paths, and improving the state of the world. If you believe in
business as the greatest platform for change and in companies doing well and doing
good youve come to the right place.
Department Description
Salesforce Professional Services focuses on delivering strategic engagements that
define transformational opportunities and articulate clear plans for execution of
change programs. We rely on our teams expertise and specialisms to engage with
executive-level customers to agree on specific business goals and actions to
ignite the full value of Salesforce. Our approach considers people, process, and
technology and a successful engagement includes recommendations to the business
for change to support deeper, more relevant use of the Salesforce platform.
Role Description
The Senior MuleSoft Professional Services Account Partner (AP) is a consultative
and strategic sales professional. The AP sells the MuleSoft portfolio of
Professional Services offerings to new and existing customers.
Account Partners must be strategic problem solvers with strong commercial skills
and have the ability to craft visions and services propositions that drive
customer value through clearly defined outcomes. They will be expected to
understand and lead our customers throughout their Customer 360 lifecycle
partnered with our colleagues in license sales and Customer Success.
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 Impact
The AP is committed to earning the right to be an advisor to the customer, with
the primary goal of helping customers quickly generate significant value from
their MuleSoft investment.
The primary measurement of success for this role will be annual sales bookings
(aka closed Professional Services business) and bid margin aligned with agreed
goals, targets, and quotas.
To be successful in the role you:
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 MuleSoft and
Salesforce with License Sales, Delivery and Customer Success to develop trusted
Professional Services propositions for 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 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 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 Success Cloud 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 sales background or blended consultative sales and project
delivery background
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 customers needs and fundamentally
building trust in the relationship
Experience will be evaluated based on alignment to the core competencies for the
role (e.g. extracurricular leadership roles, military experience, volunteer work,
etc.).
Proficiency in English.
Preferred Requirements
Extensive 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
MuleSoft 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+)
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
Benefits & Perks:
Check out our benefits site (https://salesforcebenefits.com/international.html)
that explains our various benefits, including wellbeing reimbursement, generous
parental leave, adoption assistance, fertility benefits, and more.
Accommodations
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submit a request via this Accommodations Request Form.
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