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Senior Solutions Consultant - Federal

Location: Washington, District Of Columbia US


This position is no longer open.

Job Number: 28794

Position Title: Senior Solutions Consultant

External Description:

Public Sector Solution Consultant

In our Public Sector Vertical, you will be working with Federal, State, Local, and Educational agencies and organizations across North America. You will partner closely with Account Managers to develop account and technical solution strategies and will be directly responsible for driving the technical strategy forward to closure. Candidates should be prepared to operate independently as hands-on technologists and collaboratively to do things like develop Cloud-first reference architectures and custom demonstrations leveraging Informatica Solutions and Cloud Ecosystem Services. While in this role you will develop long term relationships with existing customers and new prospective customers and participate in strategic account planning, assisting in the generation of customer demand, and expanding on our existing install base.

The Principal Pre-Sales Consultant, Federal Sales primarily provides pre-sales technical support for the development and implementation of complex products/applications/solutions.  Uses in-depth product knowledge to provide technical expertise to sales staff and the customer through sales presentations and product demonstrations.  Assists the sales staff in assessing potential application of company products to meet customer needs and may prepare detailed product specifications for the development and implementation of customer products/applications/solutions.  May create detailed design and implementation specifications for complex products/applications/solutions.  May build a mini-application based on customer requirements to demonstrate feasibility of the application, often requiring rapid prototyping and/or product demo for client.  May provide consultation to prospective users and/or product capability assessment and validation.  This is a field position that may require travel up to 50% of the time, and based on customer need, exceed 50% for limited durations.
Essential Duties & Responsibilities
  • Collaborates with Account manager to qualify, to discover opportunity, to influence and develop Sales account strategy including competitive threats, technical threats and alternatives.
  • Engages with customers and prospects to demonstrate our products, effectively communicate the key differentiators, and to confirm Informatica technical viability for the opportunity.
  • Collaborates with Account Manager to complete Technical aspects of RFIs and RFPs, identifies competitive landscape, expected competitive effort, and known competitive preferences.
  • As the owner of the technical agenda, validates solution for opportunity, owns and manages the development, delivery and/or orchestration of technical validation activities required to achieve technical validation, technical selection and technical closure from the customer (technical presentations, POCs, demos…).
  • Collaborates with implementation team to ensure proper handoff from Sales to Implementation Provider (Partner/IPS).
  • Timely documentation within CRM / Marketing software, as applicable, of customer contact and activity data is required of this role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).
  • Attends and completes on demand and online as needed enablement for Sales and/or Presales.
  • Advises on competitive stance and creates counter strategies to competitive threats in accounts (identify, evaluate their influence and positioning eg. SWOT analysis – strengths, weaknesses, opportunities, and threats).
  • At this level, the incumbent is expected to contribute feedback, materials, information that improves the quality of the SC community, contributes to national level Presales specific programs, and mentor SC roles.
  • Recognized as a spokesperson who actively seeks opportunities for speaking engagements at conferences, partner events, and user groups and may also have work published.
  • Routinely explains and sells the technical aspects of the solution to customers at large global institutions, including Informatica’s most complex accounts.
Knowledge & Skills
  • Holds expert-level experience and uses professional concepts and company objectives 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, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.
  • Complete, “big-picture” understanding of the business and technical contexts of key accounts.
  • Driven, self-starter who exudes leadership on account set and compels others to get on board. 
  • Fully adept at consultative effectiveness and establishing trust with internal and external customers.
  • Advanced technical knowledge of hybrid deployment of software solutions, Data Warehousing, Database, Big Data, and/or Business Intelligence software concepts and products.
  • BA/BS or equivalent educational background is preferred.
  • Minimum 5+ years of relevant professional experience.


City: Washington

State: District Of Columbia

Alternative Location(s) :

Community / Marketing Title: Senior Solutions Consultant - Federal

Company Profile:

Who We Are

Informatica empowers the world's most progressive companies to realize data-driven digital transformations that are changing the world.  To do this, we live by our We "DATA" values. We Do Good, Act As One Team, Think Customer First, and Aspire For The Future. Together, we are conquering the impossible with data and changing what was once unimaginable into what’s now common—making lives richer, businesses stronger, and our world better.

Unleash Your Potential

A career with Informatica gives you all the opportunities and benefits that can only come from working for the trusted industry leader.  By joining our team, you'll be able to solve real-life problems, make a difference, have a global impact, and join a supportive group of globally diverse teammates.  We encourage you to be yourself, grow with us and unleash your potential.

EEO Employer Verbiage:

Navigating COVID-19 and Beyond

  • Since March 2020, our INFA Team have been working remotely to do our part to slow the spread of COVID-19
  • During this time, work-life balance and the well-being of our team has been a priority for us. In lieu of not being in the office, our teams are actively participating online via video chats. You'll find groups connecting for online games, virtual break rooms, online training, yoga, morning coffee, and so much more!
  • We're also offering all teammates the ability to expense home office items (monitor, chair, desk, etc…) to ensure that you're as comfortable as possible

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

Life at Informatica

Follow us to meet our team, learn more about life, careers, and events at Informatica. Conquering the Impossible with data, come join #LifeAtINFA!

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Travel Requirement: Up to 50%

Location_formattedLocationLong: Washington, District Of Columbia US

The Hiring Process

Apply for an open role via our Career Page or through an Internal Referral. While you're waiting to hear back from our Talent Acquisition Team, visit, our Informatica social channels, and Glassdoor. Doing so will give you insight into who we are, what we do, and why you should join our team.

If you're a great fit, one of our Recruiter's will reach out to you to schedule an initial screen via a video call. Use this time to share your experience with the Recruiter, and why you're the best person for the job.

After speaking to the Recruiter, you'll have a chance to meet with the Hiring Manager and team via a video call. Use this step as a chance to learn more about the team, and as a chance to sell yourself and impress the team.

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