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Account Partner - California, United States - Salesforce
Description
We are currently seeking a MuleSoft Account Partner to join our growing Professional Services sales team within Customer Success Group (CSG).
Our Account Partners act as trusted advisors to our customers by providing execution excellence, demonstrating intimate knowledge of their business, and defining a roadmap towards success.
Their primary goal is to help customers generate significant business value from their Salesforce investment.As a critical member of the GTM and Professional Services team, you are responsible for building relationships with our license sales and extended functional teams (such as product, success managers, creative teams, legal, delivery and more) to understand, evaluate and strategically counsel our internal teams and customers on programs to complete their vision and goals.
You will be responsible as the deal originator, strategist and execution quarterback supported by our delivery organization.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 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 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 our 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 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
Basic Requirements
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 CMT domain, specifically delivering value propositions to customers in the CMT space
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
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