Territory Account Manager

Job Number: 23058

Position Title: Advisory Portfolio Representative

External Description:

Our Team

Sales play a vital role not only with regard to revenue generation, but also with Informatica’s reputation in the marketplace. We’re the frontline evangelists, the direct line to our customers. Our success is due to the knowledge that we can confidently stand behind every product we offer as well as the unlimited potential for personal and professional growth that a position in Sales affords us. 
Your Opportunity

We have an opening for a dynamic new business sales professional with a successful record of selling value added solutions and ideally driving software revenue through the management of key accounts. You’ll own the relationship with a group of existing and mainly white space accounts and maximize Informatica’s footprint in them. In this role you will effectively collaborate with other teams, including presales, professional services, marketing, channel management, finance and customer support, as well as external parties like alliance and channel partners. You’ll use your experience with structured sales techniques that span the entire sales cycle, from identification and qualification of opportunities, to business development and order fulfilment to achieve your sales goals.

Our Ideal Candidate

The spirit to thrive in an entrepreneurial environment is at your core. You have experience with structured sales techniques spanning the entire sales cycle, from identification and qualification of opportunities, to business development and order fulfillment. Strong new business sales skills and a demonstrable record of accomplishment with sales campaign delivery are your strong suites. Driving Sales within new named accounts through resellers and integrators while developing relationships with key decision makers are your corner stones to success. You understand and tactfully respond to customer needs and know the importance of meticulously tracking and monitoring account activity. You consistently apply clear performance standards and handle problems decisively and objectively, while providing sound guidance and assistance to improve the systems and processes.

In addition, you have the following attributes:

• Authoritative business and financial acumen to translate customer requirements into meaningful business recommendations.
• Strong ability to lead, manage or enlist the support of others in the absence of formal authority.
• Strategic thinking around operations and positioning to execute plans, and align others with plans.
• Interpersonal, presentation and written/verbal skills that can influence at senior levels within accounts.

Your Responsibilities

You will develop and execute a strategic and comprehensive business plan for each account, including identifying core customer requirements, mapping the benefits of Informatica’s solutions to the business requirements. You will strive to understand the customer’s organizational structure and work to achieve alignment. You will take full responsibility for accurate forecasting, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. 
Other responsibilities include but are not limited to the following:

• Collaborate with marketing to develop an effective plan for the accounts, encompassing events, seminars and roadmap sessions.
• Be an Informatica ambassador within accounts, maximizing our brand recognition and mindshare at all levels, evangelizing our solution and publicizing success stories.
• Monitor and report on the level of business with accounts and recommend actions that will enhance the business.
• Develop, drive and close business within assigned territory and verticals.
• Create and maintain effective partner relationships within assigned territory.

Your skills / experience

• 5 or more years of successful enterprise solutions sales (more likely in enterprise software).
• Proven ability to drive and close deal sizes of $250k and above.
• Knowledge of Data Warehousing, Database and/or Business Intelligence software concepts and products would be advantageous.
• Experience selling MDM (Master Data Management), Data Integration and/or Data Quality solutions before would be advantageous.
• Experience in working together with channel and alliance partners.
• BA/BS or equivalent educational background. 

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City: Paris La Defense Cedex

State:

Seniority Level: Associate

Alternative Location(s) :

Community / Marketing Title: Territory Account Manager

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EEO Employer Verbiage:

At Informatica we know diversity drives innovation. We are proud to be an Equal Opportunity Employer dedicated to maintaining a work environment free from discrimination, one where all employees are treated with dignity and respect. All qualified applicants will receive consideration for employment without regard to race, color, gender, sex, sexual orientation, marital status, religion, age, disability, gender identity, veteran status or any other characteristic protected by applicable law and Informatica policy.

Travel Requirement: Up to 50%

Location_formattedLocationLong: Paris La Defense Cedex, FR