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Principal Sales Consultant

Location: Canberra ACT, Australia

Notice

This position is no longer open.

Job Number: 28674

Position Title: Principal Solutions Consultant

External Description:

Our Team

In our Public Sector vertical, you will be working with Federal, State, Local, Educational agencies and organizations across Australia & New Zealand. You will partner closely with Account Managers to develop account and solution-focused strategies that will be directly responsible for driving the technical agenda forward to closure. Candidates should be prepared to operate independently as a hands-on data management specialist and collaboratively to do things like develop Cloud-first reference architectures and custom demonstrations leveraging Informatica Solutions and Cloud Ecosystem Services. While in this role you will develop long term relationships with existing customers and new prospective customers and participate in strategic account planning, assisting in the generation of customer demand, and expanding on our existing install base.

You possess superb communication and customer-relationship skills – responsiveness, sensitivity, diplomacy – and are comfortable working both independently and collaboratively with a team of Informatica and/or Business Partners. Your problem-solving skills and technical aptitudes allow you to adapt to new circumstances and learn quickly when facing issues and challenges.

 Your Opportunity

The Principal Consultant, for public sector Sales primarily provides pre-sales technical support for the development and implementation of complex products/applications/solutions.  Uses in-depth product knowledge to provide technical expertise to sales staff, partners and the customer through sales presentations and product demonstrations.  You will use your data management and product experience, assisting the sales staff in assessing potential application of company applications to meet customer needs and may prepare detailed product specifications for the development and implementation of customer solutions. You will create detailed architectures and implementation specifications for customers and partners alike.  May provide consultation to prospective users and/or product capability assessment and validation.  This is a field position that may require travel up to 50% of the time, and based on customer need, exceed 50% for limited durations.

Essential Duties & Responsibilities

  • Collaborates with Account managers to qualify, to discover opportunity, to influence and develop Sales account strategy including competitive threats, technical threats and alternatives.
  • Engages with customers, partners and prospects to demonstrate our products, effectively communicate the key differentiators, and to confirm Informatica technical viability for the opportunity.
  • Collaborates with Account Manager to complete Technical aspects of RFIs and RFPs, identifies competitive landscape, expected competitive effort, and known competitive preferences.
  • As the owner of the technical agenda, you will validate proposed solution against customer requirements, own and manages the development, delivery and/or orchestration of technical validation activities required to achieve technical validation, technical selection and technical closure from the customer (technical presentations, POCs, demos et al.
  • Collaborates with implementation team to ensure proper handoff from Sales to Implementation Provider (Partner/IPS).
  • Timely documentation within CRM / Marketing software, as applicable, 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.).
  • Attend and complete on-demand and online as needed enablement for Sales and/or Presales.
  • Advises on competitive stance and creates counter-strategies to competitive threats in accounts (identify, evaluate their influence and positioning eg. SWOT analysis – strengths, weaknesses, opportunities, and threats).
  • At this level, the incumbent is expected to contribute feedback, materials, information that improves the quality of the SC community, contributes to national level Presales specific programs, and mentor SC roles.
  • Recognized as a spokesperson who actively seeks opportunities for speaking engagements at conferences, partner events, and user groups and may also have work published.
  • Routinely explains and sells the technical aspects of the solution to customers at large global institutions, including Informatica’s most complex accounts.

Knowledge & Skills

  • Advanced technical knowledge of hybrid deployment of software solutions, Data Warehousing, Database, Big Data, and/or Business Intelligence software concepts and products.
  • Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.
  • Expert-level presentation, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.
  • 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.

Requirements & Qualifications

  • BA/BS or equivalent educational background is preferred.
  • Minimum 5-8+ years of relevant professional experience in data management

City: Canberra

State:

Seniority Level: Mid-Senior Level

Alternative Location(s) : Melbourne

Community / Marketing Title: Principal Sales Consultant

Remote LinkedIn Hashtag:

LinkedIN Hashtag: LI-OG1

Company Profile:

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: Limited

Location_formattedLocationLong: Canberra, Australian Capital Territory AU

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