Salesforce

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Job Category

Sales

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.

A&C meets Technical Prowess

While relationship building and understanding the Partner ecosystem is key, we are looking for individuals that understand Integration. We are looking for someone with enough skills for technical conversations, but the more important skill is the ability to use internal technical SMEs, and build relationships with the senior integration practice leads at MuleSoft’s Top GSIs. This role serves as a strategic advisor on our integration product and platform offerings to the company’s largest, most sophisticated partners. This individual will be integral in influencing Partner integration leads within Top GSIs to make MuleSoft their Integrator of choice.

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.

From an A&C and COE lens, there are three areas the team will lean into:

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

• GTM: Maximising 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).

2) Internal Ecosystem Evangelization: Creation of a community across key internal collaborators such A&C Teams across other Salesforce products for efficient collaboration, education, and alignment on MuleSoft messaging and GTM.

3) Refined Asset Creation: Work closely with internal cross-functional partners to improve 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.

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

From a Technical Lens, there are three areas the team will liaise across internal teams to lean into:

• Assessment & Evangelization: Ability to understand the partner integration solution / use case landscape. Liaise with technical teams to help build a compelling integration story to our partner ecosystem, capturing partner mindshare, and driving integration of Salesforce technology into partner use cases. Collaborating closely with our integration product organization on solution development to ensure alignment between Product/Solution and Partner.
• Solution Co-Creation: Capturing perspective from the Technical profiles internally to fuse into understanding MuleSoft’s integration products and solutions for the partner ecosystem, supporting our Global System Integrators (GSIs) on actionable integration activities. Internally working with technical teams to co-create & deliver packaged integration solutions, thought leadership and scalable resources such as demo assets, technical reference architectures, customer stories to drive sales growth. Driving the Go To Market (GTM) activation of the solutions across Partners.
• Product Knowledge: This team will collaborate with our product teams during solution development cycles to share updates to Partners on the Mulesoft Integration product suite, specifically providing expertise on our Integration products solutions (both new and existing) where required.

Criteria for Success

• 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 Experience & Skills:

• 10+ years in Partner Management, consulting, or Mulesoft business development, with proficiency in integration technologies (e.g., Oracle Middleware, SAP, AWS Lambda).
• Comfortable liaising with internal technical profiles and ability to speak expertly with integration leads at Top Partners
• Shown success in direct sales and working with GSI and VAR partners, with the ability to build relationships with senior integration leads and influencing partners.
• Expertise in Salesforce platform and hands-on solution implementation, with a data-driven approach to gaining trust and liaising and influencing internal collaborators such as Product, Solutions, broader A&C team.
• Strong communication, presentation, and facilitation skills, with experience guiding teams through Program and GTM deployment.
• Ability to work independently, lead cross-functional teams, and align short-term strategies with company vision.
• Available for regional and international travel as needed, with a preference for candidates with leadership experience in extracurricular or volunteer roles.

Accommodations

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We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants are welcome to opt-in to the interview scheme as part of the application process. If you would like to apply under the scheme, please click the link to the Accommodations Request Form above and scroll to the UK Disability Confident Scheme section within the form.

Posting Statement

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.