To 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 DetailsAbout SalesforceWe’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.OverviewThe MuleSoft Professional Services Account Partner (AP) is a consultative and strategic sales professional. The AP sells the full portfolio of Professional Services offerings to new and existing customers in the Federal/DOD space.Account Partners must be strategic problem solvers with strong commercial and consultative skills and have the ability to craft visions and services propositions that drive customer value through clearly defined outcomes. They will be expected to understand and lead our customers throughout their Customer 360 lifecycle partnered with our colleagues in license sales and Customer Success.Are you passionate about Customer Success and would you like to work at the forefront of Digital Innovation at one of the most exciting CRM companies?Your ImpactThe MuleSoft AP is committed to earning the right to be an advisor to our Federal (including DOD) customers, with the primary goal of helping these customers quickly generate significant value from their Salesforce 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.To be successful in the role you:Drive account planning including the formulation of a clearly defined roadmap or the precursor activities to define such a roadmapGenerate pipeline through self-origination and collaborating across Salesforce with License Sales, Delivery and Customer Success to develop trusted Professional Services propositions for Federal/DOD clients and prospectsUse industry expertise and business acumen to understand a customer's motivation, business drivers/challenges, strategic goals and objectives, and desired business outcomesEngage and present to customers, especially at C-Level, using a consultative selling approach that positions Salesforce and yourself as a long-term trusted advisor relationshipCreate a compelling vision and clearly communicate our groundbreaking solutions with the goal of generating significant success and business value from an investment in the Salesforce PlatformDevelop and lead a territory plan and a tailored account plan for each customer that aligns with their business goals, priorities, and timeframesForecast accurately and timely, build a pipeline, and progress opportunities to deliver Success Cloud YOY revenue growthDevelop 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/quotasBe a recognized role model for collaboration, understanding, and overall business resultsBasic RequirementsU.S. Citizenship and the ability to acquire a Public Trust Security Clearance (or higher) is requiredHave a professional services sales background or blended consultative sales and project delivery backgroundHave 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 programPresent business value led pitches and effectively negotiate terms aligned with margin targetsCan exercise empowered judgment in methods, techniques, and evaluation criteria for obtaining results aligned with goals of the company and within associated guidanceRecognize the importance of timing to close deals and are able to balance driving the closing cycle while being responsive to the customer’s needs and fundamentally building trust in the relationshipPreferred RequirementsExperience working in the public sector, specifically delivering value propositions to customers in the Federal/DOD spaceMuleSoft and/or Integration services delivery knowledge (preferably in Federal/DOD)Extensive years of consultative sales experience with a proven record of consistently meeting (or exceeding) quotaExperience selling and/or delivering Professional Services in a context similar to Salesforce or a Global System Integrator type environmentDemonstrated ability to develop and maintain executive (including C-level relationships) where you are recognized as a trusted advisorExperience growing accounts with large and complex pursuits ($M+)Highly collaborative excels in a matrix organizational model (aligning with other business functions)Committed team player with strong interpersonal skills who share and support colleaguesAbility to thrive in a fast-paced sales environmentAccommodationsIf you require assistance due to a disability applying for open positions please submit a request via this .Posting StatementAt Salesforce we believe that the business of business is to improve the state of our world. Each of us has a responsibility to drive Equality in our communities and workplaces. We are committed to creating a workforce that reflects society through inclusive programs and initiatives such as equal pay, employee resource groups, inclusive benefits, and more. Learn more about Equality at and explore our company benefits at .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. does not accept unsolicited headhunter and agency resumes. will not pay any third-party agency or company that does not have a signed agreement with .Salesforce welcomes all.
