Informatica Enterprise Account Manager, India
Directly sells enterprise software solutions across the breadth of the company's products and drive incremental license and subscription revenue. You will develop and own the relationship within assigned accounts/territory and maximizes Informatica's footprint within them. Incumbents effectively collaborate with other teams, including pre-sales, professional services, marketing, channel management, finance and customer support, as well as external parties such as Alliances and Channel Partners. This is a field sales position where extensive travel to the customer's location is regularly expected and key to the performance of the role. Travel is up to and may exceed 50%, based on the needs of the business.
You will report to the Regional Sales Director.
Your Role Responsibilities Here's What You'll Do
- Expands sales within existing and/or new accounts while building relationships with key decision makers.
- Develops and executes a strategic and comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of Informatica's solutions to customer business requirements.
- Holds self and team accountablefortimely documentation within CRM / Marketing software of customer contact and activity data is required of this role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).
- Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account and business plans.
- Collaborates with Marketing to develop an effective plan for the accounts, to include events, seminars, and roadmap sessions.
- Collaborates with other functions to resolve escalations/customer issues quickly.
- Promotes Informatica's products, maximizes brand recognition and mindshare at all levels, and publicizes success stories.
- Provides customer feedback to internal stakeholders fors, and process improvements.
- At this level, incumbents will have expert-level knowledge of selling the company's products and services.
- Assigned accounts are larger and of the most complex nature, where assigned quota is typically higher than lesser-scoped portfolio sales role levels. (Size of quota may be relative to complexity and nature of account set.)
- You routinely sell-to and interact with executive-level customer decision makers, to include up to CXO levels.
- Nurture career development, managing performance, and pay discussions of team members.
- Financial targets held by this leader will typically be larger than lesser-scoped field sales management roles.
What We'd Like to See
- Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
- Deep industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
- Adept at C-level audience presentations, financial acumen, negotiation, executive presence, and mentoring of sales, technical sales and sales specialists staff.
- Complete, big-picture understanding of the business and technical contexts of key accounts.
- Driven, self-starter who exudes leadership on account set and compels others to get on board.
- Fully adept at consultative effectiveness and establishing trust with internal and external customers.
- Expert level functional knowledge in the sale of hybrid software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products.
Role Essentials
- BA/BS or equivalent educational background is preferred.
- 8+ years of relevant professional experience
