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Salesforce.com, Inc Partner Engagement Manager, MuleSoft in New York, New York

Job CategoryCustomer Success Group

Job Details

MuleSoft’s Professional Services team works across every technology and system to deliver transformative solutions to customers in every industry, while enabling our customers to achieve maximum value through our Outcome Based Delivery (OBD) approach and methodology. The same unique approach for our customers, is leveraged to help our Systems Integrators deliver on their clients’ digital transformation, cloud migration, mobile, big data, and IOT initiatives. We are looking for a superstar Partner Engagement Manager with significant delivery leadership experience along-side GSI partners, while developing/educating others on best practices, and growing the partner capabilities, to join our team.

This role is responsible for growing System Integrators’ Mulesoft delivery capabilities both onshore and offshore, creating joint partner and Mulesoft best practices (e.g API-Led, OBD), evangelizing technology, tools, and approaches, and helping to ensure successful customer delivery on joint accounts. The right person will play a key role in energizing a vibrant partner community to accelerate the realization of our customers’ business and technology transformations.

This is the opportunity to hit a fast-growing market with best-of-breed technology. If you want to experience an explosive growth start-up and be given the responsibility and challenge of creating a new business then you should be at MuleSoft.

Your Impact:

  • Develop joint business, enablement, and delivery plan with System Integrators and deliver against joint targets

  • Material impact on joint Partner business development and sales activities

  • Influence SIs to grow a trained dedicated MuleSoft practice keeping pace with Mulesoft growth that will enable them to drive digital transformation at their clients

  • Build global delivery capabilities within the partner that follow and internalize Mulesoft best practices and methodologies and have positively measurable partner and customer satisfaction scores

  • Improve the number of Partner lead engagements and joint customer health

  • Work closely with internal cross-functional stakeholders to leverage existing sales enablement, global partner enablement, services and customer success on messaging, methodology and MuleSoft best practices

Top Qualifications:

  • 10+ years of Enterprise Software integration experience, at least 5 of which are Global SI management related.

  • A passion for customer business outcome based delivery and delivering on transformative projects with SI partners.

  • Exceptional track record and ability to operate in complex co-sell/delivery model, collaborate, and build relationships with partners (both business and technical) and the internal account team

  • Strong track record of selling and delivering services/solutions from a vendor into a variety of industries in a co-delivery model, with experience in leading the requirements gathering, scoping, and effort estimation exercise and delivery until go-live

  • Project and account management--PMP and scrum certifications preferred

  • Exceptional written, presentation, and verbal communications skills.

  • Understand and do what it takes to execute in a rapidly growing and changing environment.

  • Experience in creating outstanding responses to functional and technical elements of RFIs/RFPs and evangelizing key areas of focus for selection criteria

  • Travel as required - 40-50%

Position Deliverables:

30 Days:

  • Attend training, come up to speed on our sales messaging, delivery methodology, value proposition, platform capabilities.

  • Assess current partner's pipeline and delivery capabilities, understand current partner account engagement processes

  • Shadow AEs, EMs and Channel team in customer and partner meetings.

60 Days:

  • Identify gaps in partner delivery capabilities and opportunity alignment.

  • Formulate and present partner plan to accelerate partner engagement and ecosystem growth.

  • Engage with our services teams and partners around customer and successful OBD opportunities.

90 Days:

  • Evangelize MuleSoft ability to deliver business outcomes and our delivery methodology

  • Contribute to enhance our delivery methodology and services practice

  • Actively contribute to the partner plan.

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