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Job Category
Sales
Job Details
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About MuleSoft, a Salesforce Company MuleSoft is the world’s #1 integration and API platform. We make it easy to connect data from any system—no matter where it resides—to create connected experiences, faster. For the Public Sector, this means enabling governments to unlock data, modernize legacy infrastructure, and deliver seamless digital services to citizens. We are "productising" integration, enabling the Italian Public Administration to achieve the goals of the PNRR (National Recovery and Resilience Plan) and drive digital transformation at scale.
Role Description
We are seeking a strategic and high-performing Account Executive to lead our growth within the Italian Central Government (Pubblica Amministrazione Centrale). In this role, you will act as a trusted advisor to Ministries, Agencies, and central public bodies, helping them modernize their IT landscape using MuleSoft. You will identify new opportunities, navigate complex tender processes, and drive revenue growth by demonstrating how API-led connectivity solves critical interoperability challenges.
Your Impact & Responsibilities
- Territory Strategy: Develop and execute a comprehensive Go-To-Market strategy for the Italian Central Government sector to meet and exceed quarterly/annual sales targets.
- New Business Development: Proactively prospect, qualify, and close net new business opportunities, expanding MuleSoft’s footprint into new Ministries and Agencies.
- Strategic Selling: Manage complex, long-term sales cycles. You will engage with C-level executives (CIOs, CTDOs, Dirigenti Generali) to position the strategic value of MuleSoft, moving beyond technical features to business outcomes (e.g., Citizen 360, Interoperability, PDND).
- Orchestration: Lead the end-to-end sales process by orchestrating a cross-functional team, including Solution Engineers, Customer Success, Professional Services, and Legal.
- Partner Ecosystem: Collaborate closely with Global System Integrators (GSIs) and local partners to leverage framework agreements (e.g. CONSIP) and drive adoption.
- Evangelism: promote the MuleSoft/Salesforce vision through product demonstrations, participation in GovTech events, and account-specific workshops.
- Forecasting: Maintain operational excellence with accurate monthly forecasting and pipeline management within Salesforce.
Required Skills & Experience
- Degree or equivalent relevant experience.
- Experience: 5-10 years of technology sales experience, preferably in Software/SaaS or Middleware/Integration.
- Public Sector Expertise: Proven track record of selling to the Italian Public Sector, specifically Central Government. Deep understanding of public procurement processes (Code of Public Contracts, CONSIP, MePA) and the current digital agenda (PNRR, Cloud First Strategy).
- Sales Acumen: Successful history of net new business sales and consistent overachievement of quota.
- Communication: Excellent interpersonal skills with the ability to articulate complex technical concepts to business leaders.
- Language: Native/Fluent Italian and business-level proficiency in English.
Preferred Qualifications
- Ability to develop cases and service requirements, while crafting and leading strategic alliances.
- Highly self-motivated, team-player and able to work with little direct supervision
- Strong existing network within Italian Ministries and Central Agencies.
- Ability to work independently with a high degree of motivation and resilience.
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