Director-Strategic Partnerships (COE- NextGen Platform)

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts. Job Category Sales Job Details 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. About Salesforce & MuleSoft
Salesforce, the Customer Company, is powering the future of business through AI + Data + CRM. MuleSoft, as the strategic integration engine of Salesforce, accelerates customers’ digital transformations by seamlessly integrating data, systems, and processes, enabling unmatched agility and business outcomes. Role Mission & Vision
We are seeking a senior leader—one to lead UKI & North—to strategically scale and deepen MuleSoft’s Alliance & Channel (A&C) ecosystem. This individual will align with empowered Operating Units (OUs), MuleSoft Sales, and the Alliances Center of Excellence, driving measurable impact in legacy modernization initiatives and delivering tangible value through strategic partnerships with top Global System Integrators (GSIs).
This role is critical to MuleSoft’s mission of becoming the de-facto integration solution, particularly as customers increasingly adopt Salesforce’s unified platform strategy (Data Cloud, Slack, Tableau, AgentForce, Unify). Core Responsibilities 1. Regional Strategy & Execution

• Define and execute a scalable, outcome-driven regional partner strategy, closely aligning with empowered OUs, MuleSoft Sales, and global strategic objectives.
• Adapt and scale global MuleSoft campaigns regionally to maximize pipeline generation, acceleration, and market growth.
   

2. GSI & Partner Alignment

• Build executive-level strategic relationships with top GSIs (e.g., Deloitte, Accenture, Capgemini, PwC, IBM) and emerging innovative partners.
• Establish and maintain structured, outcome-driven business plans, including monthly accountability reviews, clear KPIs, and growth metrics.
   

3. Strategic Platform Integration (Best-of-Suite)

• Drive MuleSoft’s pivotal role in shifting customer mindsets from fragmented Best-of-Breed solutions to Salesforce’s cohesive Best-of-Suite platform.
• Clearly position MuleSoft as the integration solution enabling streamlined IT landscapes, lower integration costs, unified data governance, and accelerated customer outcomes.
• Articulate MuleSoft’s unique capability in supporting comprehensive Salesforce ecosystem adoption (Data Cloud, Slack, Tableau, AgentForce, and Unify).
   

4. Executive Engagement (Year of the CIO)

• Strategically drive executive-level engagement with partners and customer CIOs, clearly communicating the value of MuleSoft within a broader Salesforce vision.
• Align regional AVPs closely with GSI partner counterparts, ensuring consistent executive alignment and collaboration.
   

5. Scalable Partner Enablement

• Collaborate closely with the Alliances Center of Excellence to develop and deploy structured, measurable partner enablement programs.
• Drive clear accountability, enablement outcomes, and reporting transparency to continuously enhance partner effectiveness and growth.

Criteria for Success

• Measurable growth in partner-sourced pipeline and ACV.
• Strong accountability, clear commitments, and measurable execution from top GSIs.
• Increased adoption of MuleSoft-driven legacy modernization initiatives regionally.
• Enhanced executive-level engagement, demonstrated by C-suite alignment and participation in strategic partner events.

Required Experience & Skills

• 10+ years senior-level experience in Alliances, Partner Management, Consulting, or Integration-focused Business Development.
• Proven record in managing and scaling complex partner ecosystems, specifically with GSIs and strategic consultancies.
• Deep experience positioning integration solutions (MuleSoft preferred) for legacy middleware replacement (SAP, IBM, Tibco, webMethods).
• Exceptional skills in building executive-level relationships and influencing senior stakeholders at GSIs.
• Strategic, results-driven mindset with the ability to balance global consistency and local execution agility.
• Proficient at navigating cross-functional internal teams (Sales, Solution Engineers, Marketing, Product) to align efforts and accelerate partner-led outcomes.

Preferred Attributes

• Strategic thinker who excels in dynamic, high-growth environments.
• Excellent communicator and facilitator, skilled in influencing senior stakeholders and driving alignment.
• Self-aware leader known for motivating and inspiring high-performing, collaborative teams.
• Passionate advocate for partner ecosystems, innovation, and customer success.

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