This is a individual contributor, non-managerial position.
Reporting to a Sr Director, Professional Services you will be responsible for positioning, selling, and growing Consulting, Education Services, and/or Professional Services engagements (e.g., analysis, re-configuration, research services/solutions, customer training etc.).
Primary responsibility may include finding and generating new customers, developing new accounts and/or expands existing accounts within an established geographic territory, industry, product segment, or channel.
This is a field role that requires travel to customer locations up to, and may exceed, 25% of the time, based on the needs of the business.
Job Description
Essential Duties & Responsibilities • Build and expands Consulting, Education Services, and/or Professional Services business within existing and/or new accounts while building relationships with key decision makers.• Partners with Software sales peers and consulting team to execute a strategic and comprehensive business plan for assigned accounts.• Identifying and deliver upon core customer requirements while mapping the benefits of Informatica's solutions to customer business requirements.• 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.
).• Builds Consulting, Education Services, and/or Professional Services project funnel and is accountable for accurate forecasting, regular quarterly revenue delivery, and profitability target achievement.• Collaborates with Marketing for events, seminars, and roadmap sessions.• Promotes Informatica's products, maximizes brand recognition and mindshare at all levels, and publicizes success stories.• Provides customer feedback to internal stakeholders for product, systems, and process improvements.• At this level, incumbents will have subject matter expertise in selling the company's Consulting, Education, and Professional Services.• Assigned accounts are the largest and/or the most complex in nature, where assigned quota is typically highest among the account manager levels.
(Size of quota may be relative to complexity and nature of account set.
)• Incumbents routinely interact with the senior-most customer executive and CXO-level decision makers.
Knowledge & Skills • Holds broad expertise or unique knowledge to contribute to development of company objectives or to achieve goals in creative and effective ways.
• Extensive industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.• Exhibits confidence and expertise with presentations, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.• Holds a complete understanding and can articulate upon the business and technical contexts of key accounts.• Authoritative leader by example on accounts and compels others to get on board.• Mentors others at consultative effectiveness and establishing trust with internal and external customers.• Deep functional knowledge of hybrid deployment of software solutions, Data Warehousing, Database, Big Data, and/or Business Intelligence software concepts and products.
Education/Experience • BA/BS or equivalent educational background is preferred.• Minimum 12+ years of relevant professional experience.
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