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Job Category

Sales

Job Details

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About the Role

Acquiring new customers and ensuring ongoing customer success is the growth engine at MuleSoft. We are building out the Business Value Services (BVS) COE (Centre of Excellence). 

The responsibility of BVS is to support new customer acquisition and add-on business through delivery of collaborative consulting engagements and deal structuring support through strategic development of Investment Justifications, Business Cases, Value Based Proposals, and building Account/Commercial strategies. 

The responsibility of the COE  is to build a COE to standardize and scale efficiency and impact globally.

We are looking for strategic-thinking, sales-focused and execution-oriented consultants to help craft the next genesis of BVS support at MuleSoft grounded.  
 

1. Influencing the Ecosystem: The COE is staffed with visionaries who build the blueprint for how MuleSoft implements value based selling across the ecosystem: 

Identify critical partners and navigate decision-making processes

Act as the evangelists across the field supporting the BVS motion (Leadership, C360 BVS, Mule AEs, and Mule SEs)

2. Scaling BVS Support:  

Identify and develop BVS best practices around the BVS motion 

I.e. investment justifications, business cases, value based proposals, account POVs, deal structuring etc. 

Solidify roles and responsibilities across the ecosystem who collaboratively support the MS BVS motion

Provide thought leadership, training, resources, and consultative partnership with internal sales and other cross functional customer-facing teams throughout the sales cycle on value selling

Educate on how we build credibility across the account with customer executives, such as CIOs, CTOs, CDO

3. Influencing Top Accounts & Deals: 

While you might not always be in the trenches across the entire BVS cycle within top accounts, you will heavily influence:

Top Deal frameworks

How Teams build collaborative value assessments with key strategic accounts

Consult on account teams as a strategic partner, advising and influencing account strategy POVs and success plans

Provide support on how the Team swarms latter stages of sales cycles with deal engineering, proposal build, and negotiation

What will help you be successful?
 

We are looking for Individual Contributors that possess 10+ years of work experience, including experience in IT strategy consulting, value advisory or management consulting experience

Possess a mix of business and technical competence with the ability to engage and contribute in discussions involving digital transformation, industry trends and IT standard methodologies

Ability to understand customer pain points, how to build high level recommendations to solve those difficulties, and how to measure the impact

Proven track record of both engaging and challenging senior executives with a strong point of view

Comfortable with technology - a credible evangelist who is experienced in translating technology into business impact for customers

Excitement in building the COE mandate

Energized by supporting scale; this role is rooted in less time in front of customers, and more time supporting the ecosystem supporting the BVS motion 

Excited about helping the ecosystem understand a customer's business and connecting the dots to how MuleSoft can impact the business; ability to make the high level connection between a customer's business objectives and the enabling digital transformation or technology

Experience in quickly building credibility and establishing alignment with sales leaders

Strong interpersonal, written, analytical, and presentation skills

Accommodations

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We are a recognised Disability Confident member under the UK Government Disability Confident employer scheme. We are committed to providing an inclusive recruitment process and will offer an interview to disabled applicants who meet the essential criteria for the role. Applicants are welcome to opt-in to the interview scheme as part of the application process. If you would like to apply under the scheme, please click the link to the Accommodations Request Form above and scroll to the UK Disability Confident Scheme section within the form.

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