Sr. Manager Sales Strategy and Planning

Job Number: 22078

Position Title: Senior Manager, Strategic Business Development

External Description:

 

Sr. Manager Sales Strategy and Planning

Our Company

Informatica Corporation is the world's number one independent provider of data integration software. Organizations around the world rely on Informatica to realize their information potential and drive top business imperatives.

Our Team

The Sales Strategy and Operations Team is the engine that keeps the sales team running. We play a vital role not only with regard to revenue generation, but also with Informatica’s reputation in the marketplace. Were the frontline evangelists, the direct line to our customers.

Your Opportunity

• This role will help drive the 1 year and 3 year GTM Strategy leveraging key stakeholders the sales and marketing teams as well as from each BU, looking at competitive data on a real time basis; tracking potential disruptors, driving a multi-channel Sales strategy that informs the business on future trends and channel mix decisions as well as resource investment.
• This role will assist in developing a Competitive Intelligence center of excellence to measure and track existing and emerging competitors across Informatica’s business.
• We would consider external candidates with a background in Sales Strategy and Competitive Analysis with a bias toward operational execution and growth.

Our Ideal Candidate

Reporting to VP Sales Strategy and Planning/Dir Sales Strategy and Planning, this role will be part of the Sales Strategy and Programs team. The ideal candidate will be results-oriented technology leader that execute the worldwide Sales strategy and vision for the organization.

The following roles/functions will be reporting to this position:

Strategy

• GTM strategy: analytics, design, execution
• Informatica Sales coverage models
• Route-to-Market Strategies
• Industry Verticals analysis and application to Informatica
• Emerging channels identification
• Sales compensation strategy
• Strategic partner to the sales operations team

Market/Customer Intelligence & Analytics

• Competitive Sales intelligence
• Market data analysis, benchmarking data, manage research firms (AGI, SEC, etc)
• Program/project Management
• Lead programs/projects that are Informatica-wide focused on GTM development and growth (i.e. Balanced Pipeline, Pricing, New Hunter model)
• Design and execution of sales management cadence – dashboards, qbrs, forecast calls

Your Responsibilities

• Develop 1 year and 3 Year Sales/GTM strategy Informatica-wide for all sales channels and all businesses
• Develop the optimal GTM strategy and sales coverage models through data/analytics and design.
• Focus on emerging channels, emerging markets, segments, and solution categories
• Refine and enhance segment strategy in collaboration with the business units, ensuring a complete ecosystem is in place to drive market success which includes criteria for entering into new industry verticals
• Research, analyze and provide strategic advice to clarify, plan and monitor the growth of bookings/revenues and market share.
• Responsible for effective pipeline management processes with strong partnership with marketing.

 

The successful candidate will demonstrate the following attributes, skills, and experience:

• Minimum of 5 years experience in Sales, Sales Operations and/or Strategy.
• Knowledge of and experience in multiple business models.

• Demonstrated ability to work successfully in the horizontal structure, including influencing and managing relationships effectively. Demonstrated ability to efficiently move programs through a decentralized and distributed environment.
• Aggressive and consistent ability to execute with a results orientation.
• Proven track record of effectively driving worldwide programs through third parties and channel partners.
• Excellent communication skills, both verbal and written. Must be able to effectively communicate with senior executives, including visual presentations.
• Demonstrated drive, confidence and risk taking, ability to drive decision action.
• Demonstrated ability to build, mobilize and motivate teams to deliver exceptional results.
• Must have demonstrated ability to think creatively and innovatively, connecting the dots where others have not/cannot.
• Ability to understand and make sound judgments based on business need and group objectives.
• Superior change management skills
• Strong business and operational acumen.
• Strong Performance Management skills.
• Consulting experience preferred.

 

Experience/education requirements

• Minimum of 5+ years related experience with management experience in Sales, Strategy, Operations.
• Bachelor's degree in Business Administration or equivalent non-business/technical field of study.
• MBA or Master's degree in a related field is preferred.

 

City: Redwood City

State: California

Seniority Level: Mid-Senior Level

Alternative Location(s) :

Community / Marketing Title: Sr. Manager Sales Strategy and Planning

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:

Location_formattedLocationLong: Redwood City, California US