Alliances - Partner Account Senior Manager
- Paris, France
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Job Category Alliances & Channels
About MuleSoft, a Salesforce Company
Our mission is to help organisations change and innovate faster by making it easy to connect the world’s applications, data, and devices. Companies like Spotify, McDonald’s, and Unilever rely on MuleSoft to stay agile, deliver faster, and make the most of their IT investment with API-led connectivity. Hiring exceptional people who want to build a great company together is our number one priority, and we’re committed to providing an equal opportunity workplace where everyone is supported and inspired to do their best work. We work tirelessly to build this culture, and we’re proud to have been named the #1 Top Workplace in the Bay Area and a best place to work 6 years in a row.
Salesforce, the Customer Success Platform and world's #1 CRM, empowers companies to connect with their customers in a whole new way. The company was founded on three disruptive ideas: a new technology model in cloud computing, a pay-as-you-go business model, and a new integrated corporate philanthropy model. These founding principles have taken our company to great heights, including being named one of Forbes’s “World’s Most Innovative Company” seven years in a row and #1 on the FORTUNE ‘100 Best Companies to Work For®’ List. We are the fastest growing of the top 10 enterprise software companies, and this level of growth equals incredible opportunities to grow a career at Salesforce. Together, with our whole Ohana (Hawaiian for "family") made up of our employees, customers, partners and communities, we are working to improve the state of the world.
Department and Role Description:
MuleSoft's unique position helps Global and Regional Systems Integrators and Regional Partners deliver on their clients’ digital transformation, cloud migration, mobile, big data, and IOT initiatives, and we are looking for a superstar Alliances Partner Sales Manager – with significant experience generating new enterprise business through alliances and channels partners and growing the partner ecosystem.
This role is responsible for developing, managing and expanding MuleSoft partners across specific territories across EMEA. The ideal candidate will have significant experience generating new enterprise business with and through System Integrators and partners, growing delivery practices, developing solutions and go to market plans and evangelising technology into their territory, either an industry sector or a country.
This is the opportunity to join a hot, 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.
-Develop joint business territory plans with an eco-system of partners from Global System Integrators to regional Partners and deliver against joint targets
-Material impact on new business development and ACV sales
-Influence the partner eco-system to create a dedicated MuleSoft practice that will enable them to drive digital transformation at their clients
-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
About the Team:
The Alliances and Channels organisation is MuleSoft’s key lever to creating outsized value and scale in the market through joint sales capabilities and transformative offerings with partners that drive bigger opportunities at pace. With overall responsibility for our partner go-to-market strategy, joint sales execution, joint differentiated offerings execution, joint delivery, and partner awareness, training and enablement, we are energising a vibrant partner community that accelerates the realisation of our customers’ business and technology transformations.
About the Role:
This role is responsible for working with existing MuleSoft Alliances and Channels partners in the UKI region, developing new Partner relationships and proactively working with the MuleSoft direct Sales team. The ideal candidate will have significant experience generating new enterprise business through alliances and channels partners and growing the partner ecosystem.
-A passion for sales and working with SI partners.
-Highly effective at working with both SI and VAR partners.
-Exceptional track record of leveraging a partner eco-system to build and close deals in a territory by working across all levels of the organisation, from developer to the executive ranks
-Exceptional written and verbal communications skills.
-Understand and do what it takes to execute in a rapidly growing and changing environment.
-Demonstrable history of closing significant software licensing deals, at or above $250K ASP and annual quota achievement of $10M+
Additional Information about the role:
Attend training, come up to speed on our sales messaging, value proposition, platform capabilities.
Assess current partner's pipeline and capabilities, understand current partner account engagement processes
Shadow AEs in customer and partner meetings.
Identify gaps in partner coverage and opportunity alignment.
Formulate and present partner plan to accelerate partner engagement and ecosystem growth.
Engage with our sales teams and partners around customer and go-to-market opportunities.
Execute the partner plan.
-10+ years of Enterprise Software experience, at least 5 of which are GSI/Partner management related. Global SI experience is a major plus
-What is most important? Must haves...
Sales DNA, this is NOT an ivory tower partner management job. This person must want to sell and be comfortable with carrying and exceeding quota.
Ability to develop and manage a pipeline
Consistent over achiever
What information would you like to see from a recruiter phone screen?
-Grit: How has this person demonstrated that when it “gets tough” they dig in and persevere rather than look for the next opportunity. This is somebody who enjoys the work and grind of making things happen - NOT someone who has just been “present” or in the right place at the right time while success happened around them
-Track record of success: where have they developed new business? How do they create or find new opportunities? Specifically looking for where they have convinced partners to bring their company into customer accounts on new sales opportunities.
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