Mulesoft Consumption Lead

Job Category: Sales

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About the Role

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.

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

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 Mule Soft 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)

Customer Success

• Learn, be familiar with Mule Soft solutions, positioning, competition, and product suite
• Internalize Mule Soft 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

Minimum 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 Mule Soft
• 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

Preferred Requirements

• Previous experience in consulting, open source solutions or with an annual subscription sales model
• Understanding of order management and marketplace solutions
• Deep technical knowhow on data architecture & conversant in business language
• Familiarity with Salesforce ecosystem
• Salesforce certifications

Benefits

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love.

Equal Opportunity

Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. Salesforce believes in equality for all and we believe we can lead the path to equality in part by creating a workplace that's inclusive, and free from discrimination. Workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law.

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