Director, Consumption Selling

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About Salesforce

We’re Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you’ve come to the right place.

We’re looking for a strategic, growth-focused Leader of Consumption to engage, retain, grow, and enable MuleSoft’s largest customers to fully utilize the MuleSoft Anypoint Platform to achieve their business outcomes. 

As the Director, Consumption Selling you will report to the Global Leader, Consumption Selling and you will lead a team of 8-10 individual contributors. You will be responsible for setting the strategic direction and consumption usage of a strategic set of priority accounts.

Your team will be focused on:

• Account Growth

• Responsible for credit drawdown of initial use cases sold and for expansion of additional use cases to drive account growth in consumed credits within initial and other LOBs

• Proactively discovering and pitching new use cases within same line of business with customers as well as extending to other lines of business

• Engaging in implementation roadmap/challenges and their implications on potential use case expansion in the future

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. 

What you’ll achieve:
3 Months: 

• 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

• Engage your team and understand their mix of customers including risk, status, and opportunities across those customers

• Invest in understanding your teams strengths and areas of development, and build coaching plans to support them in their career growth

• 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

6-12 Months: 

• Own forecasting and prioritization for customer success

• Represent the voice of the customer in leadership meetings and lead longer term planning the roadmap and GTM growth plan via Consumption

• Own the overall success of Consumption within the identified set of accounts, ensuring account health and planning.  Partnering with cross-functional regional leadership to ensure success from a renewals and expansion standpoint 

Minimum Requirements: 

• 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