Account Partner

7 months ago

Melbourne, Australia Salesforce Full time

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.

MuleSoft'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 MuleSoft 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 MuleSoft’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 in consultative 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 management
-PMP 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 strategi

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