Consumption Lead, Mulesoft

Salesforce•San Francisco, CA

17d

About The Position

We're looking for a strategic growth-focused Consumption Lead to drive adoption, growth, and success of Mulesoft within our largest GMV customers, helping them fully leverage the platform to achieve their e-commerce objectives As a Consumption Lead reporting to the Sr. Director, Consumption COE, you will set the strategic direction and consumption growth for priority accounts, focusing on: Account Growth Drive consumption growth through successful implementation of initial commerce use cases Understand Customer's business and objectives by conducting research, prepares thoughtful questions and insights in advance of customer meetings Practice active listening and uncovering Customer's buying motivators, decision criteria, investment propensity and who's who in the Customers Buyers Circle Gain commitment and buy-in to drive customer decision making by achieving a shared vision and proactively considering the value props that tie all the stakeholder together Apply business acumen in Business Planning by considering economic, industry and company factors with a Customer-centric lens Track and drive key consumption metrics including GMV, order volume, and platform utilization Develop data-driven expansion strategies based on consumption patterns Create and execute account plans to achieve targeted consumption goals Guide customers' roadmap to maximize platform value Technical Expertise Understanding customers’ IT infrastructure and business requirements/ use case roadmap Creating, owning, and executing technical POCs and demos for expansion use cases within initial and other LOBs Stakeholder management Creating a path to accelerate and expand consumption and utilization of MuleSoft within each customer by engaging and influencing a variety of external audiences (technical, LOB) at all levels of the organization (from CxO to developer) Engaging with internal business & technical stakeholders (e.g., implementation partner, prof. services, technical architect, sales, customer success) The ideal candidate will be equally passionate about MuleSoft solutions, customer outcomes, and inspiring a team. Customer Success Learn, be familiar with MuleSoft solutions, positioning, competition, and product suite Internalize MuleSoft customer success stories and Customer Success systems and processes and understand the current state of regional performance across customer health, retention, and growth metrics Establish relationships with regional leadership across pre-sales, sales, services, and channel leadership to be a leader in driving cross-functional alignment at scale and ensure customer health and expansion is top of mind Engage with C-level to operational teams on Mulesoft initiatives Collaborate with internal sales teams, implementation partners, solutions engineers, and customer success Build business cases demonstrating ROI of increased platform adoption Create consumption acceleration playbooks based on customer success patterns Drive adoption of new commerce capabilities aligned to business outcomes Drive measurable business outcomes through commerce capabilities

Requirements

7+ years experience of applicable sales/customer success experience with technical expertise
Experience driving consumption/adoption in enterprise accounts and portfolio management
Technical knowledge of Mulesoft will be added advantage
Ability to engage technical and business stakeholders
A proven track record leading and driving customer success Teams, and aligning in complex customer environments at the executive and departmental level
Experience managing people with a history of creating and inspiring great teams who have delivered results
Experience executing sales & expansion strategies with Enterprise customers including a deep understanding of utilization and consumption models, plays, and importance
Deep technical knowhow on data architecture & conversant in business language
Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
Ability to contribute beyond your role and own strategic initiatives to improve the customer experience with MuleSoft
Proven track record of leading seven-figure engagements with enterprise customers and a demonstrated ability to guide strategy and deliver outcomes for the customers that resulted in material ACV growth
Passionate about technology, a natural, credible evangelist, and experienced in translating that passion into business impact for customers
Strong written and oral presentation skills and ability to engage with a spectrum of executives- technical and non-technical from developers, and architects, to C-level
Previous experience in consulting, open source solutions or with an annual subscription sales model is preferred

Nice To Haves

Understanding of order management and marketplace solutions
Deep technical knowhow on data architecture & conversant in business language
Familiarity with Salesforce ecosystem
Salesforce certifications

Responsibilities

Account Growth Drive consumption growth through successful implementation of initial commerce use cases
Understand Customer's business and objectives by conducting research, prepares thoughtful questions and insights in advance of customer meetings
Practice active listening and uncovering Customer's buying motivators, decision criteria, investment propensity and who's who in the Customers Buyers Circle
Gain commitment and buy-in to drive customer decision making by achieving a shared vision and proactively considering the value props that tie all the stakeholder together
Apply business acumen in Business Planning by considering economic, industry and company factors with a Customer-centric lens
Track and drive key consumption metrics including GMV, order volume, and platform utilization
Develop data-driven expansion strategies based on consumption patterns
Create and execute account plans to achieve targeted consumption goals
Guide customers' roadmap to maximize platform value
Understanding customers’ IT infrastructure and business requirements/ use case roadmap
Creating, owning, and executing technical POCs and demos for expansion use cases within initial and other LOBs
Creating a path to accelerate and expand consumption and utilization of MuleSoft within each customer by engaging and influencing a variety of external audiences (technical, LOB) at all levels of the organization (from CxO to developer)
Engaging with internal business & technical stakeholders (e.g., implementation partner, prof. services, technical architect, sales, customer success)
Learn, be familiar with MuleSoft solutions, positioning, competition, and product suite
Internalize MuleSoft customer success stories and Customer Success systems and processes and understand the current state of regional performance across customer health, retention, and growth metrics
Establish relationships with regional leadership across pre-sales, sales, services, and channel leadership to be a leader in driving cross-functional alignment at scale and ensure customer health and expansion is top of mind
Engage with C-level to operational teams on Mulesoft initiatives
Collaborate with internal sales teams, implementation partners, solutions engineers, and customer success
Build business cases demonstrating ROI of increased platform adoption
Create consumption acceleration playbooks based on customer success patterns
Drive adoption of new commerce capabilities aligned to business outcomes
Drive measurable business outcomes through commerce capabilities