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Senio Vice President, Global Alliances - Partner Account Management

New York City, NY, USA | Salesforce

  • Industry:
    Internet / Online Media
  • Position Type:
    Full-Time
  • Functions:
    Business Development
    General Management
  • Experience:
    10-12 years
Job Description:
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Job Details

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, HSBC, 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.


About Salesforce


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” five years in a row and one of Fortune’s “100 Best Companies to Work For” eight years in a row. 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.


About the Team:


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 an exceptional Global Alliances and Channels leader to drive our next phase of hyper-growth.


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 guide customer’s digital outcomes. With overall responsibility for our partner go-to-market strategy, joint sales execution, differentiated offerings execution, joint delivery, and partner awareness 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 MuleSoft’s world-class global system integrator and value-add reseller partner ecosystem and will be challenged with delivering revenue growth, leading and growing a high-performing organization, and owning the development of the partner ecosystem in support of customer outcomes.As a key member of the distribution executive leadership team, this role will partner closely with MuleSoft direct sales, marketing, customer success, services, and training in their respective geographies to drive market coverage, new growth opportunities, co-selling and co-delivery to scale customer success and adoption.


The ideal candidate will have a track record of delivering new business growth through alliances and channels partners while continuously scaling the caliber and quality of the ecosystem MuleSoft practices. Expectations include providing leadership and management of the diverse global partner leadership team including hiring, coaching, mentorship, and performance management.This is the opportunity to join a market leader with best-of-breed technology and the fastest growing business at scale within Salesforce.


Your Impact: 


Head up partner ecosystem vision and strategy, including go to market, practice enablement, hiring and development, and operations in support of MuleSoft’s growth and customer success goals

Thrive in challenging and unprecedented times; motivate and inspire a team that is temporarily working remotely; anticipate market changes and act on them quickly

Manage joint business territory plans with our partner ecosystem and deliver against joint targets

Evangelist internally and externally of partner leverage model, co-sell and joint go to market

Influence the partner eco-system to create a dedicated MuleSoft practice that will enable them to deliver digital transformation at their clients

Maintain key C-level and senior partner relationships to develop and implement strategies for expanding the company’s customer base

Provide leadership and strategy with internal cross-functional stakeholders to create synergies with sales, marketing, global partner enablement, services, customer successand customer success on messaging, methodology and MuleSoft best practices

Establish trusted relationships across executive leadership functions including; product management, industry marketing, recruiting, and finance.

Manage a dispersed and diverse partner team, including frequent travel (as appropriate/allowed) 

Qualifications & Experience: 


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 CIO/CxO to developers and implementation consultants

Consistent overachievement of quota, revenue and practice development goals

Demonstrated ability to articulate a disruptive vision to the CxO level within a partner and lead a partner through transformation and practice development.Demonstrated proficiency in leading and coaching a team to do the same.

Track record in hiring and developing a high-performing, diverse global team

Demonstrated success working within a highly matrixed, globally distributed organization and establishing solid relationships across all functions

Highly effective at partnering with Big 4 consulting firms, strategic and regional partners. 

Value-based, customer outcome focused

Analytical thinker with a demonstrated command of metrics-driven partner models

10+ years experienced in cloud-based enterprise applications is preferred

Excellent career trajectory, history of top performance in successive roles

Bachelor degree preferred 


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