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Maintenance Renewal Sales Manager - EMEA

Location: Stuttgart, Germany

Notice

This position is no longer open.

Job Number: 25381

Position Title: Manager, Subscription Renewals

External Description:

Our Team

You will be a key contributor to Informatica’s Maintenance Renewals Team and Global Customer Support (GCS) organization. The Maintenance Renewals Team is responsible for selling, supporting and managing maintenance and support for all existing Informatica customers. We are a highly successful and driven team that takes pride in being recognized as a best-in-class maintenance & support organization. Our team works closely with the Sales team, Support organization as well as other key teams to ensure both Informatica & customer success. This team is made up of motivated and highly talented members who work across many channels to maximize revenue for Informatica while also ensuring the success of our customers.  

Your Opportunity

This is an opportunity for a proven account manager within a highly successful GCS Team. You will be a driving force working in a fast-paced environment to ensure both Informatica and customer success.  This position will

collaborate with Informatica’s  Sales, Support, Legal & Operations teams to  manage a high-volume of accounts. This Maintenance Renewal Manager position requires someone who is organized, motivated and driven to overachieve. Our goal is to ensure Informatica’s financial success while delivering to deliver a best-in-class customer experience. 

Reporting to the Vice President of WW Maintenance Renewals, located in Redwood City, CA., you will be part of an award winning GCS Organization of over 500 employees in every region of the world. 

Our Ideal Candidate

You are an outstanding Sales Renewals Manager with proven results and recognized success in account management and managing remote teams within the software industry. You have excellent communication and negotiation/closing skills. You are self-motivated and able to successfully work with a wide range of individuals both within the customer accounts and within Informatica.  You possess excellent critical thinking skills. You have the ability to work aggressively, competitively and persuasively while demonstrating confidence, resilience and the highest standards of integrity & credibility. You are committed to the success of Informatica. 

Your Responsibilities

The following includes a list of responsibilities that the Maintenance Renewal Sales Representative is expected to achieve successfully:

  • Manage and Assist the EMEA MR team
  • Drive maintenance renewal bookings for the EMEA MR Team
  • Meet or exceed defined monthly, quarterly and annual sales quota
  • Accurate forecasting and weekly reporting
  • Hire, train and develop direct reports as volume requires
  • Coach team on identifying up and cross sell opportunities
  • Develop renewal sales team by offering coaching on sales skills, professionalism and value of Informatica support offering
  • Liaise with other divisions (Inside/Field Sales/Customer Support/SOG/Finance/Legal)
  • Offer guidance on deal structure via SOG order desk
  • Coordinate with field sales management to educate and promote teamwork
  • Present to all Informatica new hires
  • Preserve integrity of Vendor Specific Objective Evidence and existing renewal stream
  • Clear understanding and adherence to Informatica Sales process and policies
  • Secure appropriate order information, per Informatica business process
  • Clear understanding of Informatica product and support value proposition
  • Understand customer purchase and renewal history
  • Co-term customer renewals when appropriate
  • Position up-selling and generate cross-sell leads where appropriate
  • Discover and maintenance of certain customer data
  • Ability to quality the decision maker, buying process, budget and timeframe
  • Delivery of validated renewal quotes to customers 60 days in advance of expiration
  • Manage customer negotiations
  • Ensure accuracy of CRM data and sales activity tracking
  • Assist with internal customer renewal status/history inquiries
  • Respond to/research/follow up
  • Collaborate and cooperate with Field/Inside Sales Force
  • Maintain professional internal and external relationships 

Your Qualifications 

  • BA/BS or equivalent educational background
  • Excellent interpersonal/communication/negotiations/closing skills
  • 5 or more years experience in managing sales cycles, preferable in software industry
  • History of over-achievement of sales quotas and recognized success
  • Critical thinking, analytical, data manipulation and other technical skills
  • Ability to work aggressively, be competitive and persuasive, while demonstrating confidence and resilience, and maintaining integrity and credibility
  • Skilled in MS Excel, MS Outlook and MS Office applications
  • Experience with CRM application
  • Experience with business application software

#LI-RB1

City: Stuttgart

State:

Seniority Level: Mid-Senior Level

Alternative Location(s) :

Community / Marketing Title: Maintenance Renewal Sales Manager - EMEA

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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: Limited

Location_formattedLocationLong: Stuttgart, DE

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