Alliances - Partner Sales Manager
We’re 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 — 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 – you’ve come to the right place.
We’re 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 — 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– you’ve come to the right place.
MuleSoft's unique position helps Global and Regional Systems Integrators deliver on their clients' digital transformation, cloud migration, mobile, big data, and IOT initiatives, and we are looking for a superstar Alliances Partner Account Manager (PAM) - 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. The ideal candidate will have significant experience generating new business with and through System Integrators and partners, growing delivery practices, developing solutions and go to market plans and evangelizing technology into their territory, either an industry sector or a country. This role will have both AMER and LATAM Partner responsibilities.
This is the opportunity to join a hot, fast-growing market with best-of-breed technology.
- Develop joint business territory plans with our top System Integrators and deliver against joint targets.
- Material impact on new business development and ACV sales
- Influence the partner ecosystem to expand their MuleSoft practice that will enable them to drive integration and automation 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 organization 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 energizing a vibrant partner community that accelerates the realization 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 region, developing new Partner relationships and proactively working with the MuleSoft direct Sales team(primarily along with a host of additional cross functional peers. 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 organization, 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 $30M+
- Experience with top RSIs focused on integration in both AMER and LATAM regions
Additional Information about the role:
Attend training, come up to speed on our sales messaging, value proposition, platform capabilities.
Align with the broader Salesforce ecosystem and develop cross functional alignment with key internal Alliances and Sales teams.
Assess current partner's pipeline and capabilities, understand current partner account engagement processes.
Shadow Sales and Alliance personnel 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. Drive outsized revenue for both Salesforce and the Partner.
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