MuleSoft Account Partner (PubSec)

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Job Category

Customer Success

Job Details

About Salesforce

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Overview

The MuleSoft Professional Services Account Partner (AP) is a consultative and strategic sales professional. The AP sells the full portfolio of Professional Services offerings to new and existing customers in the Federal/DOD space.

Account Partners must be strategic problem solvers with strong commercial and consultative 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 MuleSoft AP is committed to earning the right to be an advisor to our Federal (including DoD) customers, , with the primary goal of helping these customers quickly generate significant value from their Salesforce 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:

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 Federal/DOD 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 Salesforce 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

U.S. Citizenship and the ability to acquire a Public Trust Security Clearance (or higher) is required

Have a professional services 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 customer’s needs and fundamentally building trust in the relationship

Preferred Requirements

Experience working in the public sector, specifically delivering value propositions to customers in the Federal/DOD space

MuleSoft and/or Integration services delivery knowledge (preferably in Federal/DOD)

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 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+)

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

Accommodations

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