Account Partner - Melbourne, Australia - Salesforce, Inc.

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Account Partner - Mule Soft page is loadedAccount Partner - Mule SoftApplyremote typeOffice - FlexiblelocationsAustralia - Melbournetime typeFull timeposted onPosted 30+ Days Agojob requisition idJR242106To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

Job Category
Customer SuccessJob 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.

Mule Soft's Services is a unique team enabling digital transformation for large enterprises through depth of our knowledge, proven methodologies and solutions IP to customers in every industry.

We love innovating and co-creating with our customers and hence bringing a tremendous value to the market through accelerated delivery of business outcomes.

The Account Partner (AP) is responsible for selling the full portfolio of Mule Soft professional services offerings to designated accounts.

The AP must be a strategic problem solver with exceptional enterprise, commercial, and cross-functional skills, demonstrate high energy, and have strong sales management experience.

The AP is responsible for earning the right to be a trusted advisor to the customer, with the primary goal of helping customers generate significant business value from their Salesforce investment.

This individual will be expected to understand and lead our customers throughout their lifecycle, driving adoption through sales activity for new and existing customers; this will include pipeline generation and delivering sales presentations to C-level clients.

The primary measurement of success for this role will be YOY growth in overall services bookings and revenue.

This is a generalist role with a special emphasis on services sales, but you will also help plan the customer's high-level delivery and at times architecture roadmap and delivery approach while staying on as a point of escalation and account manager during delivery.

Under Mule Soft's co-sell model, you will efficiently orchestrate large innovation program deals and deeply collaborate with our Sales and Customer Success teams.

Responsibilities:
Exceed professional services growth and bookings, ensure organizational health and customer satisfaction goals as a regional leader
Utilize industry expertise and business insight to understand a customer's motivation, business drivers, strategic goals and objectives, and desired business outcomes
Engage customers, especially 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 transformative solutions with the goal of generating significant success and business value from a customer's investment in the Salesforce Platform

Develop and manage a territory plan and a personalized account plan for each customer, which aligns with their business goals.

Forecast accurately and timely, build a pipeline and progress opportunities to deliver professional services YOY revenue growth
Form a strong relationship with the License Sales organization and regional Alliances/Partner organizations that are instrumental to success
Be a recognized role model for collaboration, leadership and overall business results

What you'll need to be successful:

Have broad expertise or unique knowledge, use skills to contribute to development of company objectives and principles and to achieve goals in creative and effective ways.

Work on significant and unique issues where analysis of situations or data requires an evaluation of intangibles.
Exercise independent judgment in methods, techniques and evaluation criteria for obtaining results.
Demonstrated number of years inconsultative sales experience with a proven record of consistently exceeding quota
Experience selling and/or delivering professional services for a strategic consulting firm or large scale system integrator
Demonstrated ability to develop and maintain C-level relationships where you are recognized as a trusted advisor
Experience growing accounts with large and complex pursuits ($M+)
Strong track record of selling services/solutions from a vendor into a variety of industries in a co-sale model and experience in leading the requirements gathering, scoping, and effort estimation exercise and delivery until go-live
Highly collaborative and excels in a complex, matrixed environment
Team player with strong interpersonal skills
Ability to thrive in a fast-paced, unpredictable environment
Project and account managementPMP and scrum certifications desired
Ability to actively orchestrate complex deals in a co-sell model, collaborate, and build relationships with Account Executives and other functional teams
Technical and cognitive ability to scope and strategically plan engagements
Strong balance of collaborative and self-starter mentality; able to own your business while also working well within the team
Proven ability to work complex sales cycles from start to finish in a team selling environment
Experience in creating outstanding responses to functional and technical elements of RFIs/RFPs
Travel as required, approximately 25% (Regional Travel)

About Mule Soft, a Salesforce companyOur mission is to help organizations change and innovate faster by making it easy to connect the world's applications, data, and devices.

Enterprises like to rely on Mule Soft to stay agile, deliver faster, and make the most of their IT investment with API-led connectivity.

Hiring exceptional people who want to build a great company together is our number one priority, and we're committed to providing an equal opportunity workplace where everyone is supported and inspired to do their best work.

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