Job Description

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Job Category Sales

Job Details

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We\xe2\x80\x99re 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 \xe2\x80\x94 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 \xe2\x80\x93 you\xe2\x80\x99ve come to the right place.

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 recent customer acquisition and add-on business through the 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 accounts
• Participate on the account team as a strategic partner, informing and influencing account strategy and success plans
• Support the latter stages of sales cycles with deal engineering, proposal build, and negotiation
• Establish credibility with customer executives, such as CIOs, CTOs, CDOs and CFOs based on experience with IT, digital transformation, and large capex projects
• Coordinate and lead business strategy discussions with the most strategic accounts
• Collaborate with members of other customer-facing functions in developing and executing on strategic growth plays
• Quickly learn the customer\xe2\x80\x99s industry and business model
• Identify critical stakeholders and navigate decision-making processes
• Provide thought leadership, training, and consultative partnering with internal sales and other cross-functional customer-facing teams throughout the sales cycle

In 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\xe2\x80\x99ll achieve:

3 Months:

• Complete onboarding plan and comprehensive training
• Learn MuleSoft\xe2\x80\x99s solutions, positioning, competition, product suite, and pricing
• Internalize MuleSoft\xe2\x80\x99s value proposition, success stories and best practices
• Establish relationships with regional leadership and account teams
• Begin owning and executing value assessments

9 Months:

• Actively participate in key accounts and largest deals in the assigned operating unit(s), by providing strategic advice, executing value assessments, evaluating buying options, creating proposals, and/or other customer-facing materials
• Continuously enable, train, and up skill partner field functions (i.e., sales, customer success, solution engineering) on value-selling
• Support scaling of value-focused messaging by championing and improving self-service materials
• Ensure the team owns the full lifecycle of a value assessment, including:

• Gaining sponsorship from senior customer stakeholders
• Scoping the approach
• Conducting stakeholder discovery interviews and workshops
• Presenting recommendations back to customer executives
• Continuously challenge and refine our team\xe2\x80\x99s value assessment approach, methodology, and tools and introduce new ideas to make us more successful over time
• Develop 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 experience
• Possess 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 practices
• Ability to understand customer pain points, how to build high-level recommendations to solve those pain points, and how to measure the impact
• Proven track record of both engaging and challenging senior executives with a strong point of view
• Comfortable with technology - a credible evangelist who is experienced in translating technology into business impact for customers
• Excited about immersing yourself in a customer\xe2\x80\x99s business and connecting the dots to how MuleSoft can impact the business; the ability to make the high-level connection between a customer\xe2\x80\x99s business objectives and the enabling digital transformation or technology
• Experience in quickly building credibility and establishing alignment with sales leaders
• Strong interpersonal, written, analytical, and presentation skills
• Willingness to travel up to 40% to meet with strategic customers

Additional information about our team and mission can be found here:

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