Salesforce.com, Inc Partner Enablement and Development Manager in Paris, France

Job CategoryAlliances & Channels

Job Details

Partner Enablement and Development Manager

About the Team:

The EMEA partner team is seeking a Partner Enablement and Development Manager who can drive the enablement and development of the MuleSoft Partners across the regional ecosystem. This will require increasing the depth of skills, the number of certified consultants and the Partners sales capabilities for co-selling and co-delivering MuleSoft.

Doing so will require tight collaboration with both field and partner leadership and engagement with the world’s top system integrators to build and grow their MuleSoft capability. You will be tightly integrated in to the regional team and aligned to regional leadership, you will also support the wider EMEA theatre as part of the broader Enablement and Channel team for EMEA wide events and activities.

The main success criteria includes:

  • Driving incremental demand

  • Execution standard partner workshops with the Partner, the Partner Manager and the MuleSoft Channel Marketing Manager.

  • Ensuring partner selling and delivery success by mentoring and assisting partners on Pre-Sales engagements through post-sale success planning, working closely with partner account managers, MuleSoft Sales, Services and Customer Success

  • Increasing partner sales, solutions and delivery capability and competence through construction and measurement of enablement plans in collaboration with partners and MuleSoft partner management

  • Engaging with senior management within each MuleSoft partner

  • Assessing the Partner’s focus areas and key success criteria through the annual joint business plan and regular reviews.

  • Assessing partner capability across business development, technical and delivery domains and maintaining accurate records of current status.

  • Building 1:1 relationships with the technical and practice enablement executives within the Partner community

  • Identifying gaps in the Partner Ecosystem and the co-ordination of new Partner recruitment where required.

  • Successful onboarding of any new partners, leveraging standard process and assets measured by the number of certifications and sourced and influenced revenue.

  • Measuring the outcome of the enablement activities in line with the established channel & alliances KPI’s (business metrics: Sourced ACV, Influenced ACV, SALs)

About the Position:

The Partner Enablement Manager will:

  • Facilitate the enablement of MuleSoft partners by leveraging MuleSoft resources to deliver business level partner certifications, workshops and applied learning

  • Create joint partner enablement plans in collaboration with partner counterparts

  • Engage regularly with key partners to monitor enablement process, new requirements and future goals

  • Provide regular updates to regional and channel management on the status of each partner’s enablement and document the achievements against the agreed business metrics.

  • 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.

Position Deliverables:

30 days:

  • Learn MuleSoft Anypoint Platform messaging in your first two weeks

  • Review and understand the regional Partner Strategy and Plan including partner tiering at the sub-region level and overall enablement priorities for the region

  • Get your hands dirty by meeting with a few MuleSoft partners to assess their current capability and requirements

  • Leverage the metrics and tracking systems for measuring partner capability

  • Understand the current level of business metrics.

60 days:

  • Meet our regional Partners and understand MuleSoft Partner business – specifically for Tier 1 and Tier 2 Partners

  • Shadow MuleSoft partner managers to present customer and partner-facing presentations

  • Fly solo and execute your first Partner assessment and enablement process

  • Collaborate with the partner manager and partner leadership to launch the regional enablement plan

  • Begin planning regional Partner Enablement Workshops to address regional partner needs

  • Develop a plan how to positively impact business outcomes based on achieving the business metrics.

90 days:

  • Execute regional enablement plan

  • Execute on regional workshops and leverage feedback to tailor future sessions for the region

  • Report regularly on status, performance against KPIs and business metrics and upcoming requirements

  • Align with regional leadership to gather requirements for quarterly planning

About You:

  • Passionate towards partners and dedicated to building a strong Partner ecosystem in a rapidly growing organization.

  • A strong background in partner business with either a system Integrator or a product company

  • Executed enterprise pre-sales cycles (e.g., sales engineering, solution consulting, sales consulting)

  • Demonstrated ability to grasp and learn new business models and technology paradigms

  • Experience with one or more of the following:

  • Enterprise architecture

  • SaaS integration

  • API management

  • PaaS and IaaS

  • Understanding of ERP, CRM, HCM and related application software domains

This is a fast-paced, high-growth startup environment - we are looking for smart, high energy candidates who want to make a big impact and want to work alongside a great team to do so.

We work closely together and put in startup hours, so you must be a team player! The perfect candidate will thrive on the prospect of taking on huge challenges and will “move the needle” at MuleSoft by driving programs through feats of flawless execution.

Posting Statement

Salesforce.com 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. Headhunters and recruitment agencies may not submit resumes/CVs through this Web site or directly to managers. Salesforce.com and Salesforce.org do not accept unsolicited headhunter and agency resumes. Salesforce.com and Salesforce.org will not pay fees to any third-party agency or company that does not have a signed agreement with Salesforce.com or Salesforce.org.

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