Channel Territory Account Manager

Job Number: 22990

Position Title: Advisory Portfolio Representative

External Description:

Our Team 

Sales play a vital role not only with regard to revenue generation, but also with Informatica’s reputation in the marketplace. We’re the frontline evangelists, the direct line to our customers. Our success is due to the knowledge that we can confidently stand behind every product we offer as well as the unlimited potential for personal and professional growth that a position in Sales affords us. 

Your Opportunity 

Channel Territory Account Manager directly sell enterprise software solutions across the breadth of the company’s products and drive incremental license and subscription revenue.  This role develops and owns the relationship within assigned Channel and Ecosystem Partners, driving new business transactions into unassigned accounts, establishing Informatica’s footprint within them.  To be successful, the individual must be able to operate sales-cycles across a 2-Tier Channel model, building relationships with both the Partner and End-User directly. Incumbents effectively collaborate with other teams, including pre-sales, professional services, marketing, channel management, finance and customer support, as well as external parties such as Alliances and Channel Partners. 

Your Responsibilities 

• Expands sales within named Channel & Ecosystem Partners, to drive revenue into new accounts while building relationships with key decision makers across the territory.
• Develops and executes a strategic and comprehensive business plan for each Partner, including identifying industry GTMs, core customer requirements, and mapping the benefits of Informatica’s solutions to customer business requirements.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account and business plans.
• Coaches partners, accessing resources within Informatica to support them on specific opportunities, with the goal of building sufficient capacity to meet customers’ demand for Informatica-related services and skills. 
• Collaborates with Marketing to develop an effective plan for the Partners and accounts, to include digital, events, seminars, and roadmap sessions.
• Promotes Informatica’s products, maximizes brand recognition and mindshare at all levels, and generating Partner and Customer Advocates.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• At this level, incumbents will have journey-level expertise and complete knowledge of the company’s products and services.
• Elevate relationship in named Partners to include senior stakeholders, alongside senior customer decision makers, with more frequent interactions at executive or CXO levels.
• Minimal supervision and work is driven by sales objectives.   

Your Skills

• Demonstrated industry knowledge and understanding of a both channel and customer’s decision-making process, goals, strategies, and business objectives.
• Effective executive presentation skills, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Thorough understanding of the business and technical contexts of key partners, accounts and industries.
• Enthusiastic self-starter and leads and compels others to get on board.
• Builds consultative effectiveness and establishes trust with internal and external customers.
• Knowledge of hybrid deployment of software solutions, Data Warehousing, Database, and/or Business
• Intelligence software concepts and products.

Your Experience 

• Bachelor’s degree or equivalent in Business, IT, or related field. 
• 12 or more years of sustained success in enterprise software sales. 
• History of successfully closing of individual sales of at least $100,000 or more in previous roles. 
• Proven track record of achievement over quota.
• Understanding of the software channel and experience working and selling with and through a variety of channel partners is a pre-requisite; work history with companies in the application, middleware or SIS/IT services.
• Familiarity with Data Integration Solutions including Data Warehousing, Business Intelligence, Cloud and MDM. 

#LI-RB1 

City: Maidenhead

State:

Seniority Level: Associate

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Community / Marketing Title: Channel Territory Account Manager

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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:

Location_formattedLocationLong: Maidenhead, GB