Our Team

We play a vital role not only with regards to revenue generation, but also with Informatica’s reputation in the marketplace. We’re the frontline evangelists, and the direct line to one of our most strategic Global Systems Integrator partners, Microsoft. 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 will report to the Global Alliance Director for Microsoft and you will be responsible for building and driving pipeline and revenue with Microsoft through sourced and influenced business. You will also be accountable to identify, progress and close deals by working very closely with the Informatica Account Managers assigned to accounts in their territory

Our Ideal Candidate

Prior experience working with Microsoft in at least one other company and who should have a ready network of contacts who you can begin to leverage and work with from day one with Informatica.

Strong understanding of the Enterprise Cloud Data Management marketplace and be able to articulate the importance of Data Governance, Data Quality and Master Data Management to a Data Driven Digital Transformation. 

Good understanding of cloud including Cloud Data Lakes and Cloud Data Warehouses and a previous working relationship with Microsoft would be an advantage. A good understanding of Analytics and the role of AI and Machine Learning are also must haves.

In addition to the attributes mentioned above, you should also have:

•Strong interpersonal skills and the ability to get along with people and work across functions are essential.

•A minimum of 12 years of relevant professional experience

•The ability to resolve complex issues in creative and effective ways.

•Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.

•Expert-level presentation skills, financial/business acumen, and negotiation skills at all levels of customer engagement.

•Complete, “big-picture” understanding of business and technical contexts of key accounts.

•Driven, self-starter who exudes leadership and compels others to get on board.

Your Responsibilities

You will be a strong spokesperson for Microsoft with the ability to articulate clearly and concisely, the joint value proposition to Informatica sales leaders and their teams as well as to the Microsoft leadership and field teams.

You will collaborate closely with Microsoft and Informatica’s Field Sales Teams and Field Marketing teams to organize joint events which drive pipeline and revenue.

You will establish strong working relationships with Area VP’s of Sales in the Field as well as their teams of sales reps

You will play a critical role in bringing together Microsoft teams and Informatica teams to work closely together in assigned accounts.

Additional responsibilities include but are not limited to the following:

•Engage and manage the communication interface between Microsoft and Informatica Field Sales.

•Work closely with the Informatica and Microsoft Sales organization to drive account mapping and meaningful field-level relationships that result in pipeline and revenue

•Accountable for working with cross functional team from Products, Engineering, Marketing, Sales, and Enablement to build and execute a plan to grow pipeline and revenue

•You will play a critical role in bringing together Microsoft teams and Informatica teams to work closely together in assigned accounts and conduct Account Connects and Account planning workshops

•You will establish strong working relationships with Regional Sales Directors in the Field as well as their teams of sales rep

•Conduct Territory Planning with the partner

•Provide frequent briefings on Informatica vision, products and roadmaps as well as ensuring that Microsoft are receiving regular training.

•Generate and track opportunity activities, and provide a weekly forecast utilizing SalesForce, in order to capture the level of Microsoft net new opportunity contribution.

•Responsible for establishing and supporting the North American communications between Microsoft and Informatica management.

•Interface to Direct Sales/Management.

•Travel as necessary, up to 50%

You'll also work with the Informatica Regional Sales Managers to develop a regional sales and channel 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 Microsoft related sales opportunities and ensure that the direct sales organization, and our consulting team are engaged appropriately in order to close sales opportunities to the benefit of both Informatica and Microsoft.

Your Qualifications

•Strong track record of direct sales success. You should be able to point to specific examples of activities that you personally have driven, to drive growth in pipeline and revenue.

•Proven track record of success in Global Systems Integrator sales in North America at the executive level of the client organization.

•You must have a strong understanding of business and an ability to talk about solutions to the kinds of business problems that large global companies face.

•You must have strong project management skills, with a very structurd approach and be well organized to ensure that events and activities happen on time, actions are followed up and people feel accountable.

•Joint account strategy development.

•Account planning and long term sales pipeline development.

•Selling of complex products and solutions.

•Resource management

•Marketing and promotion skills.

•Knowledge of delivery capability.

•Communication and negotiation skills

•BA/BS or equivalent educational background is preferred