Salesforce.com, Inc Mulesoft Business Value Services Manager in Boston, Massachusetts
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Business Value Services Group
Acquiring new customers is the growth engine at MuleSoft. We are looking for a strategic, sales-focused and execution-oriented person to work on our most important accounts during the sales cycle to:
Identify potential business outcomes that a company could realize using MuleSoft
Figure out value and what it could be worth to that company
Recommend what the company would need to do to make it happen (with a technical focus)
As a Business Value Services team member you will help drive new customer acquisition and add-on business through delivery of collaborative consulting engagements. These engagements are non-billable integration strategy engagements typically lasting a few weeks. You will identify the customer’s current issue, resolve how we can solve those problems, and deliver a compelling case to senior executives that demonstrates how we can enable them to seek true business outcomes.
This highly visible role will enable a person to be a part of the selling account team on the accounts at MuleSoft, build expertise in consultative selling, and engage senior executives on their most pressing issues. In addition, this role will be from the start in helping mature our growing critical function/capability at MuleSoft.
What you’ll achieve:
Learn the MuleSoft solutions, positioning, competition, and product suite
Internalize MuleSoft customer business outcomes success stories and the existing standard methodologies for conducting these business outcomes engagements
Begin owning and executing collaborative value engagements and providing support and expertise to account teams you are not directly working with
Be responsible for the full Business Outcomes Engagement at each priority prospect including: prioritization the approach, conducting the executive and team interviews, running workshops, and presenting the recommendations to the company executives
Lead a benchmark database to house both recommended and realized outcomes, and work with customer success managers to capture realized outcomes to use as a basis for the recommendations
Develop standard approaches to these engagements including process, interview guides, tools, and presentation templates
Become the professional and mentor to account teams; for accounts that require this work to be done by the account team (Account Executive and Solutions Consultant), provide training and expertise to help them be self-sufficient with a lighter weight version of these engagements
What you’ll need to be successful:
Ability to understand customer problems, how to build recommendations/actions to tackle those problems, and how to measure the impact (value at stake analysis)
Proven track record of both engaging and complicated senior executives with a strong point of view
Passionate about immersing yourself in a customer’s business and connecting the dots to how MuleSoft can truly impact the business
Experienced and comfortable with leading cross functional team execution and project management
Eager to chip in beyond your role and help continue to build and scale this function
Outstanding social skills, written skills, analytical skills, and presentation skills
Passionate about technology: a natural, credible evangelist who is experienced in translating that passion into business impact for customers
Willingness to travel 40% of time in order to spend significant time on-site with strategic customers
The ideal candidate will have 5+ years of experience with 1-2 years at a consulting firm post-business school (strategy and/or IT consulting preferred)
About MuleSoft, a Salesforce company
Our mission is to help organizations 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 outstanding people who want to build a phenomenal company together is our number one priority, and we’re committed to providing an equal opportunity workplace where everyone is supported and encouraged 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.
L7 For Colorado-based roles: Minimum annual salary of $104,600. You may also be offered a bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/
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