Chief Federal Strategist

Job Number: 22815

Position Title: Director, Field Sales

External Description:

Overview

A chief strategist – Federal sales (strategist) looks for signals both inside and outside the company that could indicate threats to continued success of the Federal business or opportunities to grow the business and increase market share. This individual makes projections based on current trends and future expectations, and sets the strategic goals for the company in the Federal market. Working with the rest of the management team, the strategist ensures action and resource requirements are properly aligned to allow for those goals to be met, and then inspires the workforce to achieve them. This strategist continuously monitors company and market performance to determine if strategies need to be adjusted or new strategies should be introduced.

Experience

A chief strategist – Federal sales (strategist) should be skilled and experienced in leading organizations through strategic changes and getting positive results. They should have a proven track record successfully managing teams at a leadership level and driving business improvements. This leader introduces metrics designed to track the effects of action plans and determine whether the actions are effective at meeting targets or whether new plans should be developed. Administratively, the strategist must be well versed in developing and interpreting analytical reports used to measure change. This person must also have strong written, verbal, communication and presentation skills.

Characteristics and Skills

The chief strategist –Federal sales (strategist) should be able to anticipate, challenge and interpret; to make decisions based on these skills; to align organizational goals and resources; and to continually learn. A strategist should also have the ability to build a workplace culture that is capable of executing change to meet business objectives. Because a success oriented culture is highly dependent on leaders who lead by example, this strategist must always be professional, work with integrity and actively promote ethics and compliance policies across the organization.

Strategy and Business Development

• Defines the one- to three-year vision and strategy for the Federal Government vertical and develops a business plan around the industry.
• Identifies technology opportunities, dependencies, gaps and risks.
• Further develops business models and channel models and drives go to market plans
• Works with product teams to clearly communicate key solution workflows and product enhancements.
• Maintains current industry and competitive knowledge
• Represents Informatica within industry organizations and at industry events, including customer and executive councils.
• Conducts internal and external research on the market, competitors and customer personas.
• Provides positioning for the Federal Government market, buyers, and target personas.
• Provides input into the enablement teams and assists with the enablement of our BDM, inside & field sales teams.
• Identifies and drives partnerships and potential acquisitions to support the strategic plan.
• Maintains close customer relationships to effectively represent the voice of the customer.

Build Collaborative Relationships Internally

• Maintains close customer relationships to effectively represent the voice of the customer.
• Serves as main internal point of contact from Federal sales for and builds strong internal partnerships with Product Management and Marketing.
• Works with PR/AR and acts as critical point of contact for key thought leaders in the industry, including industry specialists, research analysts, key editors in the press, and other third parties in conjunction with Product Management.

Be the Voice of Informatica Externally

• Provide Federal Government industry leadership, developing and evangelizing the vision and plans for products and solutions.
• Engage customers and the industry as a whole through engagements such as customer councils, executive briefings, industry events, media support.
• Develop relationships with third party vendors and forge strategic alliances.
• Work with sales in partnering with key customers to drive successful use of the portfolio and achieve success with early adopter customers, and strategic and reference accounts.

Job Specifications

• At least 20 years of experience in the Federal market including senior leadership roles in large organizations; deep expertise in software vendor organizations and business operations; direct experience working with sales in the field to drive revenue; and proven success in developing solution, go-to-market and partner strategies.
• Knowledge of cloud and SaaS technology and business landscape.
• Excellent written & verbal communication skills and proven ability to communicate complex technical concepts to a non-technical audience.
• Passion for technology and knowledge of software, IT and technology trends, including a strong interest in conceptual, computational and generative design.
• Strong business fundamentals and a background in solving complex customer problems.
• Exceptional customer/market research, analytical, conceptual, and problem-solving skills.
• Skilled diplomat with proven conflict-resolution skills, high level of confidence and maturity with solid experience working across large corporations in a matrix environment.
• Proven ability to influence within a geographically dispersed global organization to build consensus within and outside of the organization at the highest levels to garner support for business objectives.
• Demonstrate success using critical thinking to formulate strategic direction and success at skillful negotiation and strategy implementation.
• Awareness and understanding of the nuances of diverse and different cultures.
• Demonstrate effective communication skills and strong executive presentation skills
• Excellent interpersonal skills required in order to build strong relationships, particularly with sales, field and product organizations and partners, and an ability to be highly successful in a matrix management organization.

 

City: Reston

State:

Seniority Level: Director

Alternative Location(s) :

Community / Marketing Title: Chief Federal Strategist

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: Reston, Virginia US