Partner Sales Manager

Job Number: 23836

Position Title: Partner Sales Manager IV

External Description:

Our Team

We 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 and partners. 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

You'll sell to and through many of the global & local System Integrators (SI) across Mexico region. SI - E.g. Cognizant, Deloitte, Capgemini, Accenture. The Partner Sales Manager (PSM) is responsible for revenue generating opportunities with Alliance Partners and enabling them on the Informatica Product portfolio. The PSM serves as the primary interface between these partners and Informatica and manages the partner funnels, generation new pipeline, ensuring the training of partner resources, and co-ordination of partner events, liaising with marketing as appropriate.

Our Ideal Candidate

You have prior experience in Alliances Sales / Business Development and partner engagement best practices, along with a strong understanding of the data integration market including topics like Data Governance, Master Data Management, Data Security and Information Lifecycle Management and what these topics mean to our Customers and Partners. In addition to the attributes mentioned, you should also: 

• Be a self-starter and highly motivated to drive and build business with Informatica key partners.
• Understand recent trends / challenges and whats selling within the markets in Mexico region.
• Use organizational and process mapping skills to enhance existing processes that the larger team can leverage for greater productivity.

Your Responsibilities

Your key concern is to maximize focus and efficiency of current and new alliance partners; partners have been selected according to their importance to Informatica revenue generation and partner penetration in specific market segments. You'll also help develop and execute the Alliances Business Plan and then proactively manage partnerships based on the defined strategy. In addition, you'll focus support on key Alliance Partners for generating a key percent in influenced and sourced revenue for the territory while reducing cost of sales by leveraging partner relationships. Additional responsibilities include but are not limited to the following: 

• Create implementation capabilities with partners for infrastructure and application platforms.
• Engage and manage the communication interface between Partners and Field Sales.
• Provide frequent briefings on Informatica vision and products as well as ensuring that the Partners receive regular training.
• Track activities, according to the Sourced Revenue Sheet, in order to capture the level of partner net new opportunity contribution.
• Identify and engage with both practices as well as business leaders to identify funnel opportunities, establish INFA infrastructure and apps implementation skills and know how.
• Responsible for establishing and supporting the communication between partners and Informatica management.
• Interface to Direct Sales/Management.

You'll also work with the regional sales manager to develop a regional sales and alliances plan as well as engage with Informatica s account managers focused on named/territory accounts. In addition you will also plan and facilitate joint marketing activities and work with the local marketing team to ensure smooth execution of lead generation events. More importantly, this person will uncover and track all partner related sales opportunities and ensure that the direct sales organization, our partners and our consulting team are engaged appropriately in order to close sales opportunities to the benefit of both Informatica and the partner. 

Your Qualifications 

• 5-10 years of proven track record of success in partner sales – especially with System Integrators.
• Close relationship with System Integrators in the Mexico-region.
• Joint account strategy development.
• Direct sales experience – typically at executive level of client organization.
• Account planning and long term sales pipeline development.
• Selling of complex products and solutions.
• Project management - structured work approach.
• Resource management.
• Marketing and promotion skills.
• Knowledge of delivery capability.
• Communication and Negotiation skills. 

 

City: City

State:

Seniority Level: Mid-Senior Level

Alternative Location(s) :

Community / Marketing Title: Partner Sales 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: Up to 50%

Location_formattedLocationLong: City, MX