Partner Account Director, MuleSoft Partner Program

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Job Category

Operations

Job Details

About Salesforce

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 About the Role

We’re looking for strategic talent that excel at building and executing the next genesis of our MuleSoft Alliances & Channel (A&C) Integration Top Partner Program. 

A&C meets Technical Prowess 

While relationship building and understanding the Partner ecosystem is key, we are looking for individuals that understand Integration. We are looking for someone with enough skills for technical conversations,  but the more important skill is the ability to use internal technical SMEs, and build relationships with the senior integration practice leads at MuleSoft’s Top GSIs. This role serves as a strategic advisor on our integration product and platform offerings to the company’s largest, most sophisticated partners. This individual will be integral in  influencing Partner integration leads within Top GSIs to make MuleSoft their Integrator of choice. 

Impact

• The Alliances and Channels (A&C) organization is MuleSoft's key lever to creating outsized value and scale in the market through joint sales capabilities and transformative offerings with partners to drive bigger opportunities at pace. 

• With overall responsibility for our partner go-to-market strategy, joint differentiated offerings execution, joint delivery, partner awareness, and training and enablement, we are energizing a vibrant partner community that accelerates the realization of our customers' business and technology transformations.

• MuleSoft's unique position helps Global and Regional Systems Integrators deliver on their clients' digital transformation, cloud migration, mobile, big data, and IOT initiatives.

From an A&C and COE lens, there are three areas the team will lean into: 

1) Programs: Build Sales Plays, Programs, and POVs to drive engagement across top GSIs.

• GTM:  Maximising Mulesoft’s GTM vision and  identifying key use cases and education on  “why MuleSoft? Why Now?” for partner use.

• Joint Partner Programs:  Work with Top GSIs to build co-branded campaigns that combine a compelling event (GTM Program) with messaging on the benefit of working with a particular Partner (i.e. why Deloitte + MuleSoft).
   

2) Internal Ecosystem Evangelization:  Creation of a community across key internal collaborators such A&C Teams across other Salesforce products for efficient collaboration, education, and alignment on MuleSoft messaging and GTM.
 

3) Refined Asset Creation:  Work closely with internal cross-functional partners to improve existing sales enablement, global partner enablement, services and customer success on messaging, methodology and MuleSoft standard processes. When applicable, creation of refined assets including creation of a repository for internal and Partner stakeholder use.
 

4) Scaled Tooling  &  Infrastructure: Using right tools, metrics, reporting and infrastructure to standardize and measure Top GSI reach.

From a Technical Lens, there are three areas the team will liaise across internal teams to lean into: 

• Assessment & Evangelization: Ability to  understand the partner integration solution / use case landscape. Liaise with technical teams to help build a compelling integration story to our partner ecosystem, capturing partner mindshare, and driving integration of Salesforce technology into partner use cases. Collaborating closely with our integration product organization on solution development to ensure alignment between Product/Solution and Partner.

• Solution Co-Creation: Capturing perspective from the Technical profiles internally to fuse into understanding MuleSoft’s integration products and solutions for the partner ecosystem, supporting our Global System Integrators (GSIs) on actionable integration activities. Internally working with technical teams to co-create & deliver packaged integration solutions, thought leadership and scalable resources such as demo assets, technical reference architectures, customer stories to drive sales growth. Driving the Go To Market (GTM) activation of the solutions across Partners. 

• Product Knowledge: This team will collaborate with our product teams during solution development cycles to share updates to Partners on the Mulesoft Integration product suite, specifically providing expertise on our Integration products solutions (both new and existing) where required. 

Criteria for Success 

• Growth and ACV impact across top GSIs.

• Success of program and asset creation and execution. 

• Implementation and governance of standards & consistent execution of global support. Global mindset and execution with local flexibility where required.

• Provide detailed and accurate forecasting of major deals with a partner point of view, from lead origination to opportunity closing, to communicate to Executive Leadership the effectiveness of identified programs and investments.

Required Experience & Skills:

• 10+ years in Partner Management, consulting, or Mulesoft business development, with proficiency in  integration technologies (e.g., Oracle Middleware, SAP, AWS Lambda).

• Comfortable liaising with internal technical profiles and ability to speak expertly with integration leads at Top Partners

• Shown success in direct sales and working with GSI and VAR partners, with the ability to build relationships with senior integration leads and influencing partners.

• Expertise in Salesforce platform and hands-on solution implementation, with a data-driven approach to gaining trust and liaising and influencing internal  collaborators such as  Product, Solutions, broader A&C team. 

• Strong communication, presentation, and facilitation skills, with experience guiding teams through Program and GTM deployment. 

• Ability to work independently, lead cross-functional teams, and align short-term strategies with company vision.

• Available for regional and international travel as needed, with a preference for candidates with leadership experience in extracurricular or volunteer roles. 

Accommodations

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