Consumption Value Delivery Lead - MuleSoft

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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.

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.

About MuleSoft at Salesforce

As part of Salesforce’s deeply unified platform, MuleSoft serves as the backbone of Agentforce, enabling AI-driven automation. MuleSoft is an exciting place to be in Salesforce, with a category-leading product, tremendous growth, rapidly increasing market share and enormous forward potential. At MuleSoft you will help customers connect, automate and activate data to unlock the full potential of their applications and AI ecosystems. MuleSoft is the beating heart of thousands of organisations globally. You’ll be helping customers use the very latest software to transform and solve their most critical business needs.
 

Role Overview

You will report to the Senior Director, Consumption Value Delivery. As a strategic growth-focused Consumption Value Manager, Senior Manager or Director, you will have an influential role in a diverse, international team at the heart of the next phase of MuleSoft growth. You will partner closely with leaders and account teams in your region, being fully embedded in the local business and with the local teams.

When you land in this role, the onboarding journey will get you quickly settled into the Salesforce Ohana and give you everything you need to thrive. You’ll be in a highly supportive environment with a strong team culture and bold, aspirational colleagues. Your individual development is a priority right from day one here. You’ll have guided access to incredible resources and coaching that will catapult your development.

We are moving into the next era, where the way we work is changing, the way customers buy software is changing and the way we drive value with them is changing. You will be at the forefront of that change, working directly with customers, gaining their trust by ensuring they realise value at the point of use and powering a virtuous cycle of value and growth through a focus on consumption. You will enable, retain and grow MuleSoft’s largest, most strategic customers.

This is an exciting opportunity for you to shape, build and operationalize a new capability at the scale of Salesforce. In this role, you will be responsible for setting the strategic direction and consumption usage of a select set of priority accounts. Your impact will also be wider, helping to deliver transparency, predictability and linearity for the business as a whole. This role is for the curious, the bold and the creative, you’ll be helping to write the operating manual as we define this next phase of growth.

Key Responsibilities:

Account Growth

• Ensure your customers realise the full value of their MuleSoft investment by driving accelerated adoption of their use cases and clear articulation of the business value

• Proactively identify and propose new ways you believe customers can get additional value from MuleSoft with new use cases across their lines of business

• Prioritise time and focus across your accounts through effective territory planning

• Collaborate with sales teams to drive commercial expansion

• Directly incentivised on consumption growth and incremental annual contract value (ACV)

Executive Presence

• Leverage Salesforce executive relationships for insight and influence

• Develop C-level relationships by focusing on your relevance to them

• Influence decision-making by creating and presenting compelling cases for change to C-level customer executives

Technical Proficiency

• Understand customer IT landscapes and business needs, using critical thinking to build cases for change

• Lead product demonstrations and proof-of-concept projects to showcase how MuleSoft can solve new business problems

Partner management

• Actively seek out and build relationships with a variety of partners to see the whole picture, build consensus and triangulate support for change and expanded consumption at all levels of the organisation

• Collaborate with internal teams (sales, professional services, technical architects, customer success, executives) and external partners to accelerate MuleSoft's impact

Minimum requirements

• Significant customer-facing experience in a solutions sales or consulting role

• Experience driving sales & expansion strategies with enterprise customers including a deep understanding of utilisation

• Conversant in business language and knowledgeable about technology and data

• Ability to build relationships with a wide range of customers, including IT and lines of business

• Desire to become hands-on with the product in order to show not tell

• Passionate about MuleSoft solutions, customer outcomes and inspiring a team

Preferred requirements

• Familiarity with consumption models, plays and the go-to market alignment

• Familiarity with Salesforce cloud ecosystem (Salesforce product certifications are a plus)

• Familiarity with solution-based approach to selling

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