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President, Informatica Federal Operations Corporation

Location: Reston, VA, USA

Notice

This position is no longer open.

Job Number: 25908

Position Title: VP, Sales

External Description:

President, Informatica Federal Operations Corporation (IFOC), wholly-owned subsidiary of Informatica LLC.

Directs all day to day operations for a wholly owned subsidiary of a parent company with financial and business reporting through a Defense Security Service approved Board of Directors with as many as three outside directors and two inside directors.  Incumbent is responsible for company operations set up to operate fully independent of Informatica, LLC.  IFOC was established to sell Informatica software and services into and in support of the Intelligence Community, Department of Justice and the Department of Defense. The organization is the only U.S. based representative of the Informatica LLC authorized to sell into any federal department or agency where the data being accessed or managed in any manner is classified at any level and access to said data is restricted to U.S. based resource and U.S citizens.

Incumbent must have experience leading a sales organization of at least 20M in support of sales and services in the National Security area.  Must be well versed in direct sales of products, solution offerings and services delivery to the Intelligence Community, DOD, and other National Security and Law Enforcement customers.  Must have a clear understanding of the market, sales cycle and opportunity lifecycle inside the Intelligence Community, DOD, and other National Security and Law Enforcement customers.  

Essential Duties & Responsibilities

Develops and manages to a strategic and comprehensive business plan for the assigned territory; agencies and departments that comprise the Intelligence Community, Department of Justice and the Department of Defense, to be delivered upon by sales staff and support teams.

  • Accountable for accurate forecasting and delivering on regular quarterly revenue targets
  • Spends significant time visiting existing customers and building new customer relationships, typically at the executive level within the accounts.
  • Develops and maintains relationships with executive stakeholders within Informatica LLC.
  • Develops partner relationships of Large Si’s, Small Businesses, and strategic support elements.
  • Directs field sales representatives assigned accounts and sets quota for all subordinate sales leaders.
  • Responsible for nurturing career development, managing performance, and pay discussions of all team members.
  • Collaborates with other functions to resolve escalations/customer issues quickly.
  • Responsible for nurturing career development, managing performance, and pay discussions within their organization.
  • Holds self and team accountable for timely documentation within the IFOC CRM / Marketing software of customer contact and activity data (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.)
  • Provide quarterly P&L reporting to the IFOC Board of Directors.
  • Provide regular reporting to the Defense Security Service (DSS) and responsible to keep IFOC fully compliant with the regulations and policies necessary as defined by the DSS for IFOC to do business in the Intelligence Community.

Knowledge & Skills

  • Must have extensive experience successfully working in and selling into all organizations of National Security, to include the U.S. Intelligence Community and the Department of Defense. Uses expertise in collaborative leadership to set vision and direction for a significant division/segment of a business unit.
  • Adept at strategic planning through complex situations and market environments to align the organization to corporate strategy and objectives.
  • Regular interaction with fellow executives internally/externally, to include influencing in highly visible activities that may include representing the organization via media and government interactions.
  • Uses long term business objectives and strategy to guide work and direct the work of others, where erroneous decisions will have a serious impact on the overall success of the company's operations.
  • Motivates and mentors’ subordinates via exemplary leadership presence and demeanor.
  • Expert-level industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
  • Adept at C-level audience presentations, financial acumen, negotiation, executive presence, and mentoring/coaching of subordinate managers and sales staff.
  • Motivating, positive presence and the ability to lead and compel others to achieve objectives.
  • Uses succession planning and knowledge of future organizational talent needs to educate, evaluate, and develop subordinate leaders.
  • Creates an environment that promotes the identification and development of talent, as well as planning for future talent needs of the organization.

Education & Experience Requirements

  • 15+ years of direct sales and sales management experience
  • Undergraduate Degree or higher required
  • Should have 15+ years of experience working in or supporting the Intelligence Community.
  • Should hold an active/current Top-Secret security clearance or be able to obtain clearance in a short period of time.  Having a clearance allows the incumbent to fully participate in discussions with principals on their software requirements to support classified programs.

City: Reston

State: Virginia

Seniority Level: Executive

Alternative Location(s) :

Community / Marketing Title: President, Informatica Federal Operations Corporation

Remote LinkedIn Hashtag:

LinkedIN Hashtag: LI-JL1

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: Greater than 50%

Location_formattedLocationLong: Reston, Virginia US

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