Senior Account Partner - Solution Sales - MuleSoft
Location: Zürich, Switzerland - office flex based
Department Description
MuleSoft Professional Services focuses on delivering strategic engagements, enable customers for the journey through the digital transformation and plan as well as execute integration projects. 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 and in particular the MuleSoft Solution. Our approach considers business outcomes, process, and technology - and a successful engagement includes recommendations to the business for change to support deeper, more relevant use of the MuleSoft platform.
Role Description
The Senior MuleSoft Professional Services Account Partner (AP) is a consultative and strategic Service sales professional The AP sells the MuleSoft portfolio of Professional Service's 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 Professional Services and would you like to work at the forefront of Digital Innovation at an iPaaS market leader in the environment of one 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 Service sales bookings (aka closed Professional Services business) and bid margin aligned with agreed goals, targets, and quotas.
To be successful in the role you:
- Driveaccount 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
- 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 be 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.).
- 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
- Proficiency in German and French
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.
Visit for the full breakdown!
About Salesforce
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes's "World's Most Innovative Company" five years in a row and one of Fortune's "100 Best Companies to Work For" eight years in a row. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.
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