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Job Category

Customer Success

Job Details

About Salesforce

We’re 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 – you’ve come to the right place.

Senior Account Partner, MuleSoft - London or Dublin

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 team’s 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

We are looking for a strategic problem solver with strong commercial skills to join our growing team of Account Partners. You will be focused on the Financial Services sector initially, selling the MuleSoft focused portfolio of Salesforce advisory and implementation offerings to new and existing customers. You will be expected to 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 Salesforce and MuleSoft investment.
The primary measurement of success for this role will be annual services bookings (aka closed business) and bid margin aligned with agreed goals, targets and quotas.

To be successful in the role you will :

• Forecast accurately and timely, build a pipeline, and progress opportunities to deliver MuleSoft YOY revenue growth

• Use 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

• Have a solid understanding of integration technologies and infrastructure landscapes in complex regulated environments

• Generate pipeline through self-origination and collaborating across Salesforce with License Sales, Delivery and Customer Success to develop trusted Professional Services propositions for clients and prospects; your focus will be on MuleSoft-related services 

• Develop and maintain relationships with internal partners and stakeholders representing a diverse range of technologies and services offerings to mature joint go to market activity and joint bids 

• Develop territory and account plans

• Drive account planning and define a roadmap

Basic Requirements

• Have a professional services background or blended consultative sales and project delivery background, including solid understand of integration technologies

• 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

• Experience will be evaluated based on alignment to the core competencies for the role (e.g. extracurricular leadership roles, military experience, volunteer work, etc.).

Preferred Requirements

• Experience of Professional Services relating to the use of one or more Integration Technologies

• 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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We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants are welcome to opt-in to the interview scheme as part of the application process. If you would like to apply under the scheme, please click the link to the Accommodations Request Form above and scroll to the UK Disability Confident Scheme section within the form.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.