Description

Responsible for selling complex technical products and/or services.

This would typically be a limited number of the company’s products, typically a technology or those that are strategic in nature.

Typically specializes in a single product or product line, and carries an overlay quota. Generally not account-assigned; called into accounts as opportunities are identified and may work with account-assigned sales account managers to close sale. May manage and coordinate the sales and technical team in support of the sale of the company’s products. May also be called on as a technical product expert to develop and present sales proposals and systems solutions, and close complex technical sales.

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.

Essential Duties & Responsibilities

• Partners with sales account managers, pre-sales consultants, Partner Sales staff, and professional services colleagues in the expansion of sales within existing and/or new accounts, while building relationships with key decision makers.

• Navigates a complex, enterprise sales environment to understand customer needs and promote/develop competitive business propositions for their specialist area of the company's product portfolio.

• Uses account planning and management skills to address customer needs timely and with competitive solutions.

• Follow up on leads generated by business development, inside sales, marketing and partners and qualify the funnel of opportunities, as well as create new pipeline via prospecting efforts.

• Timely 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 and regular quarterly revenue delivery for specialist product area.

• Communicates company news/product updates to existing customers and prospects

• Identifies and defines use cases for Informatica products.

• Coordinates through initial launch of use cases on Informatica platforms.

• Effectively address Client satisfaction and issues until resolved. This will include coordinating internal resources that interact with each Client.

• Manage the onboarding process for new select Informatica Clients.

• At this level, incumbents will have journey-level expertise and complete knowledge of the company’s products and services, with full knowledge of their specialization.

• Assigned opportunities/engagements are more complex in nature and expectation of attributed revenue retirement would be higher than lesser-scoped sales specialist role levels.

• Incumbents sell-to and interact with increasingly more senior customer decision maker levels, with more frequent interactions with executive or CXO levels.

Knowledge & Skills

• Seasoned, experienced professional with a full understanding of area of specialization who resolves wide ranges of issues in creative ways.

• Demonstrated experience using industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.

• Effective presentation, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.

• Thorough understanding of the business and technical contexts of key accounts.

• Enthusiastic self-starter and leads and compels others to get on board.

• Builds consultative effectiveness and establishes trust with internal and external customers.

• Knowledge of hybrid deployment of software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products.

Education/Experience

Minimum 5+ years of relevant professional experience.