Mulesoft Account Partner Specialist

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.

We are currently seeking a Mule Soft 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/Mule Soft 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.

The Mule Soft 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/Mule Soft 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.

• Complete Mule Soft training and become an expert in our consulting methodologies and practices
• Evangelize Mule Soft’s ability to deliver business outcomes and our delivery methodology to our customers
• 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 ACC 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, Mule Soft 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 Mule Soft Anypoint Platform
• Develop and lead a territory plan and a tailored account plan for each customer that aligns with their business goals, priorities, and time frames
• Forecast accurately and timely, build a pipeline, and progress opportunities to deliver Mule Soft 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

• Have a professional services sales background or blended consultative sales and project delivery background
• Technical and cognitive ability to scope and strategically plan engagements
• 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…