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Account Manager, Federal - US Army

Location: Reston, Virginia US


Job Number: 29357

Position Title: Senior Portfolio Representative

External Description:

Informatica is currently looking for an Account Executive, Federal with experience in US Army to join our team.

Job Summary

As an Account Executive, Federal, you will be responsible for selling enterprise software solutions across the breadth of the company’s products and drives incremental license and subscription revenue. This Account Manager, Federal develops and owns the relationship within assigned accounts/territory and maximizes Informatica’s footprint within them. The Account Executive, Federal effectively collaborates 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.

What You’ll Do

Responsible for new customer acquisition through direct prospecting methods.
Develops and executes a strategic and comprehensive business plan for 8-10 strategic accounts, including identifying core customer requirements and mapping the benefits of Informatica’s solutions to Department of Defense objectives and mission requirements.
Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account and business plans.
Collaborates with Marketing to develop an effective plan for the accounts, to include events, seminars, and roadmap sessions.

Key Essentials

Expert level knowledge of the US Army and experience navigating c-level relationships, programmatic pursuits, and intimate knowledge of the procurement process.
Must have past success covering the US Army and knowledge of mission critical initiatives and programs.
Must have key executive level relationships within the US Army.
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.
Fully functional knowledge of hybrid deployment of software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products.
Minimum 8+ years of relevant professional experience
Previous experience covering the US Army

What Does Success Look Like?

Seen as an advisor to high level leadership and influencers within the US Army
Mastery on how Informatica technology supports their mission and the practical application of it.
Deep understanding of current US Army mission critical programs and the part Informatica plays in it.
Able to articulate the short and long term opportunity for Informatica to internal stakeholders.
Able to drive and garner support from all functional areas of the company to deliver on US Army expectations.
Consistency with quarterly and annual revenue contribution and forecasting.

Nice to Have

BA/BS or equivalent educational background is preferred
Past military experience is preferred

City: Reston

State: Virginia

Alternative Location(s) : Central USA

Community / Marketing Title: Account Manager, Federal - US Army

Company Profile:

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:

Informatica is the enterprise cloud data management leader, helping enterprises overcome critical business challenges by leading with the power of data. Processing over 15 trillion cloud transactions a month, Informatica enables the world’s most innovative companies to take a cloud-first, cloud-native approach to modernize their data infrastructure, gain a 360-degree view of their business, and drive data governance and privacy. Informatica is the market leader in all five key categories of enterprise data management and has been the trusted partner to more than 9,500 customers.  Connect with Informatica at, LinkedIn, Twitter, and Facebook.

Conquering the Impossible with data, come join #LifeAtINFA!

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.


Travel Requirement: Greater than 50%

Location_formattedLocationLong: Reston, Virginia 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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