Consumption Lead, Mulesoft

Beskrivning

• 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

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 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

Preferred Requirements

• Understanding of order management and marketplace solutions

• Deep technical knowhow on data architecture & conversant in business language

• Familiarity with Salesforce ecosystem

• Salesforce certifications

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