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Job Category

Sales

Job Details

About Salesforce

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We are looking for a senior strategic Leader with vast experience in a Partner Account/GSI Management within the Partner ecosystem to design, build, and run the next genesis of our MuleSoft Alliances & Channel (A&C) Integration Top Partner Program. This person has the experience and ability to lead a fast-paced global team of senior Individual Contributors by creating influence and reach within our Top GSIs for expanded ACV impact and Partner market penetration.

A&C Impact:

• The Alliances and Channels (A&C) organization is MuleSoft's key lever to creating outsized value and scale in the market through joint sales capabilities and transformative offerings with partners to drive bigger opportunities at pace.

• With overall responsibility for our partner go-to-market strategy, joint differentiated offerings execution, joint delivery, partner awareness, and training and enablement, we are energizing a vibrant partner community that accelerates the realization of our customers' business and technology transformations.

• MuleSoft's unique position helps Global and Regional Systems Integrators deliver on their clients' digital transformation, cloud migration, mobile, big data, and IOT initiatives.

The Integration Top Partner Program Team:

• Focus on the Integration practices of a defined set of Top GSIs who have the industry domain knowledge and technology expertise to understand their customer's business challenges and use MuleSoft as a main propellant to meet their Integration needs.

• Bring MuleSoft specific Programs and asset offerings to life through the careful curation of storytelling to showcase our Integration abilities.

• The Top Partner Program is only possible through scaling how this team will work cross-functionally, partnering with the broader Salesforce A&C resources across Operating Units and through leveraging the centralized Salesforce A&C Center of Excellence Team.

The main strategic levers this team will rally around include:

• Programs: Build Sales Plays, Programs, and POVs to drive engagement across top GSIs.

• GTM: Leveraging Mulesoft’s GTM vision and identifying key use cases and education on “why MuleSoft? Why Now?” for partner use.

• Joint Partner Programs: Work with Top GSIs to build co-branded campaigns that combine a compelling event (GTM Program) with messaging on the benefit of working with a particular Partner (i.e. why Deloitte + MuleSoft).

• ​Internal Ecosystem Evangelization: Creation of a community across key internal stakeholders such A&C Teams across other Salesforce products for optimal collaboration, education, and alignment on MuleSoft messaging and GTM.

• Refined Asset Creation: Work closely with internal cross-functional partners to leverage existing sales enablement, global partner enablement, services and customer success on messaging, methodology and MuleSoft standard processes. When applicable, creation of refined assets including creation of a repository for internal and Partner stakeholder use.

• Scaled Tooling & Infrastructure: Using right tools, metrics, reporting and infrastructure to standardize and measure the Top GSI reach.

Criteria for Success

• Key Sales Objective (KSO): KSOs are used as tool to measure how ICs contribute to the success of our Top GSIs, including (but not limited to):

  • Growth and ACV impact across top GSIs.

  • Success of program and asset creation and execution.

  • Implementation and governance of standards & consistent execution of global support. Global mindset and execution with local flexibility where required.

  • Provide detailed and accurate forecasting of major deals with a partner point of view, from lead origination to opportunity closing, to communicate to Executive Leadership the effectiveness of identified programs and investments.
    

Required Qualifications :

• Experienced senior Leader (10+ years of experience) in channel sales leadership roles focused on multiple partner types including GSIs, RSIs, agencies and others.

• Set and implement and lead MuleSoft’s partner strategy, being a critical member of the MuleSoft leadership team.

• Proven leadership track record of driving results, with a demonstrated ability to manage and lead complex central functions.

• Previous Mulesoft sales or business development experience in integration enterprise software solution , eg: Oracle Middleware, SAP BTC , Informatica, Talend, Alteryx, Boomi, AWS Lambda, GCP Apigee etc.

• Excellent written and oral communication skills; able to convey complex ideas in a strategic and concise fashion, including garnering the buy-in of senior leaders internally and externally.

• Ability to drive cross-functional alignment at scale across multiple stakeholders, leading through impact and influence.

• Data-driven approach to gaining trust and credibility with all stakeholders, especially in Sales, Product, Partners and Marketing to influence programs execution and success.

• Strategic thinker and visionary who understands company strategy and aligns short-term strategies to that vision.

• Deep experience with Program Management at scale or with leadership of similar strategy & operations functions.

• Ability to succeed in a collaborative, fast-paced environment; ability to remain flexible and adjust on the fly to new demands and respond with a sense of urgency.

• Strong core values, high ethical standards, and sound judgment; champion of equality.

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Posting Statement

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Salesforce is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Salesforce does not accept unsolicited headhunter and agency resumes. Salesforce will not pay any third-party agency or company that does not have a signed agreement with Salesforce.

Salesforce welcomes all.

For New York-based roles, the base salary hiring range for this position is $260,890 to $348,880.

For Washington-based roles, the base salary hiring range for this position is $260,890 to $348,880.

For California-based roles, the base salary hiring range for this position is $260,890 to $348,880.

For Illinois based roles, the base salary hiring range for this position is $260,890 to $348,880.Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for incentive compensation, equity, benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.