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 CategoryBusiness Value Services GroupJob DetailsJOB DESCRIPTION Acquiring new customers and ensuring ongoing customer success is the growth engine at MuleSoft. As a Business Value Services (BVS) team member, you will help drive new customer acquisition and add-on business through delivery of collaborative consulting engagements and deal structuring support.We are looking for a strategic-thinking, sales-focused and execution-oriented consultant to work on our most important accounts during sales cycles to:Champion value selling, executing collaborative value assessments with key strategic accountsParticipate on the account team as a strategic partner, informing and influencing account strategy and success plansSupport latter stages of sales cycles with deal engineering, proposal build, and negotiationEstablish credibility with customer executives, such as CIOs, CTOs, CDOs and CFOs based on experience with IT, digital transformation and large capex projectsCoordinate and lead business strategy discussions with the most strategic accountsCollaborate with members of other customer facing functions in developing and executing on strategic growth playsQuickly learn customer’s industry and business modelIdentify critical stakeholders and navigate decision-making processesProvide thought leadership, training and consultative partnering with internal sales and other cross functional customer-facing teams throughout the sales cycleIn this highly visible role, you will work closely with MuleSoft leadership and account teams to champion value selling, execute cross-functional value assessments for our priority customers, gain sponsorship from senior customer stakeholders, act as a strategic adviser and partner, and assist with deal structuring and proposal development efforts for the largest deals and most strategic accounts.What you’ll achieve:3 Months:Complete onboarding plan and comprehensive trainingLearn MuleSoft’s solutions, positioning, competition, product suite, and pricingInternalize MuleSoft’s value proposition, success stories and best practicesEstablish relationships with regional leadership and account teamsBegin owning and executing value assessments9 Months:Actively participate in key accounts and largest deals in assigned operating unit(s), by providing strategic advice, executing value assessments, evaluating buying options, creating proposals, and/or other customer-facing materialsContinuously enable, train, and upskill partner field functions (i.e., sales, customer success, solution engineering) on value-sellingSupport scaling of value-focused messaging by championing and improving self-service materialsEnsure the team owns the full lifecycle of a value assessment, including:Gaining sponsorship from senior customer stakeholdersScoping the approachConducting stakeholder discovery interviews and workshopsPresenting recommendations back to customer executivesContinuously challenge and refine our team’s value assessment approach, methodology, and tools and introduce new ideas to make us more successful over timeDevelop credibility with sales leaders and help grow the business in your operating unit(s)What will help you be successful:Possess 6+ years of work experience, including 2-3 years of IT strategy consulting, value advisory or management consulting experiencePossess a mix of business and technical acumen with the ability to engage and add value in discussions involving digital transformation, industry trends and IT best practicesAbility to understand customer pain points, how to build high level recommendations to solve those pain points, and how to measure the impactProven track record of both engaging and challenging senior executives with a strong point of viewComfortable with technology - a credible evangelist who is experienced in translating technology into business impact for customersExcited about immersing yourself in a customer’s business and connecting the dots to how MuleSoft can impact the business; ability to make the high level connection between a customer’s business objectives and the enabling digital transformation or technologyExperience in quickly building credibility and establishing alignment with sales leadersStrong interpersonal, written, analytical, and presentation skillsWillingness to travel up to 40% to meet with strategic customersAdditional information about our team and mission can be found here: https://www.mulesoft.com/support-and-services/mobilize-consulting-solutionsAccommodationsIf you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form.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 Salesforce and explore our benefits.Salesforce, Inc. and Salesforce.org are Equal Employment Opportunity and Affirmative Action Employers. 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, Inc. and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce, Inc. and Salesforce.org will not pay any third-party agency or company that does not have a signed agreement with Salesforce, Inc. or Salesforce.org.Salesforce welcomes all.Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring, Salesforce will consider for employment qualified applicants with arrest and conviction records.For Colorado-based roles, the base salary hiring range for this position is $131,100 to $204,800.For California-based roles, the base salary hiring range for this position is $144,300 to $225,300.For Washington-based roles, the base salary hiring range for this position is $144,300 to $225,300.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, and benefits. More details about our company benefits can be found at the following link: https://www.salesforcebenefits.com.
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