Territory Account Manager Retail & Life Sciences

Job Number: 23954

Position Title: Senior 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 built on the knowledge that we can confidently stand behind every solution we offer, as well as the great potential for personal and professional growth that a position in Sales affords us. 

Your Opportunity 

We have an opening for a dynamic sales professional with a successful record of accomplishment, selling enterprise software solutions and driving new licensing revenue through the management of a territory in the UK. The individual will have significant experience focusing on the Retail, CPG and Life Sciences industry sectors. You will lead our relationship with a group of accounts to win and maximize Informatica’s footprint within them, building a solid base for consistent year-on-year over-performance. In this role you will effectively collaborate with other teams, including presales, professional services, marketing, channel management, finance and customer support, as well as external alliance and channel partners.

Our Ideal Candidate 

The spirit to thrive in an entrepreneurial environment is at your core. You have experience with structured sales techniques spanning the entire sales cycle, from identification and qualification of opportunities, to business development and order fulfillment. Strong new business, and account management skills, with a demonstrable record of accomplishment with sales campaign delivery are your strong suites. A new business hunter mentality, across both existing and prospective accounts, is key to your strengths, Your keen territory planning, and management abilities, always consider the needs of the businesses, as well as how the competition factors into the situation. In addition, you have the following attributes: 

• Authoritative business and financial acumen to translate customer requirements into meaningful business recommendations.
• Strong ability to lead, manage or enlist the support of others in the absence of formal authority.
• Strategic thinking around operations and positioning to execute plans.
• Interpersonal, presentation and written/verbal skills that can influence at senior levels within accounts. 

Your Responsibilities 

• Expands sales within territory, to drive revenue growth into new and existing accounts, whilst building relationships with key decision makers.
• Develops and executes a strategic and comprehensive business plan for the territory, including identifying industry GTMs, core customer requirements, key partners, 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 additional capacity to meet customers’ demand for Informatica-related services and skills. 
• Collaborates with Marketing to develop an effective plan for the Territory and accounts, to include digital, events, seminars, and roadmap sessions.
• Promotes Informatica’s products, maximizes brand recognition and mindshare at all levels, and generating both 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 accounts to include senior stakeholders, with more frequent interactions at executive or CXO levels.
• Minimal supervision and work is driven by sales objectives.  

Your Skills

• Demonstrated Retail/CPG/Life Sciences industry knowledge and understanding of a 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 specific industries.
• Enthusiastic self-starter and leads and compels others to get on board.
• Builds consultative effectiveness and establishes trust with internal and external customers.

Your Experience

• Bachelor’s degree or equivalent in Business, IT, or related field. 
• 12 or more years of sustained success in enterprise sales, preferably software.
• History of successfully closing of individual sales of at least $250,000 or more in previous roles. 
• Proven track record of achievement over quota and delivering value to customers in a subscription-based commercial model.
• Understanding of the software channel and experience working and selling with, and through, a variety of channel partners is a pre-requisite.
• Familiarity with Cloud Data Management solutions, and the associated EcoSystem vendors.

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City: Maidenhead

State:

Seniority Level: Mid-Senior Level

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Community / Marketing Title: Territory Account Manager Retail & Life Sciences

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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: Maidenhead, GB