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Principal Solutions Consultant - 29383

Full Time

On-Site

Texas, USA

Employment Type: Exempt

Job Category: Sales

Strategic Solution Consultant

In our Strategic Market Segment, you will focus narrowly on a very few of our largest customers from 20 billion in annual revenue up. In this segment you will be expected to build relationships wide and deep within accounts by establishing trusted advisor status to our customers. You will lead architecture reviews and position technical solutions mapped to customer business issues and technical need. Establishing technical credibility while also having the ability to talk to lines of business or enterprise decision makers within the targeted accounts will be critical. In this role both long term strategic planning as well as hand-on technical aptitude are equally critical.

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 pre-sales role that requires travel to customer locations up to, and may exceed, 50% of the time, based on the needs of the business.

Essential Duties & Responsibilities

Collaborates with Account Manager to qualify and do discovery around sales opportunities, to influence and develop sales account strategy, and to position technology around competitive threats and alternatives.
Engages with customers and prospects to demonstrate our solutions and products, effectively communicate the key core value proposition, and 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 behavior, and known competitive preferences.
As the owner of the technical sales process, owns and manages the development, delivery and/or orchestration of technical activities driving toward technical validation, technical selection and technical closure with the customer (technical presentations, POCs, demos…)
Collaborates with Implementation Team and Customer Success to ensure proper handoff from Sales to Implementation Provider (Partner/IPS) or Success Managers.
Timely documentation within CRM / Marketing software, as applicable, of customer contact and activity data is required of this role (e.g. contact information, opportunity details, product information, sales stages, probability, business pain, firm-future commitments, etc.)
Attends and completes in person, on demand, and online enablement for Sales and/or Presales as needed.
Routinely explains and sells the technical aspects of the solution to customers up to and including large global institutions, including Informatica’s most complex accounts.
At this level, the incumbent may contribute feedback, materials, information that improves the quality of the SC community, contribute to Regional Sales and/or Presales specific programs, and mentor lesser scoped/experienced SC staff.
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)
Recognized as a spokesperson who actively seeks opportunities for speaking engagements at conferences, partner events, and user groups and may also have work published.

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.

Education/Experience

BA/BS or equivalent educational background is preferred.
Minimum 8+ years of relevant professional experience.

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, creed, color, national origin, gender, sex, sexual orientation, marital status, religion, age, disability, gender identity, veteran status or any other characteristic protected by applicable law and Informatica policy.