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, 50% 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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