ESSENTIAL DUTIES & RESPONSIBILITIES 

• Develops and manages to a strategic and comprehensive business plan for the assigned territory/region, to be delivered upon by direct report sales staff. 
• Accountable for accurate forecasting and delivering on regular quarterly revenue targets. 
• Holds self and team accountable for timely documentation within CRM / Marketing software of customer contact and activity data (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.). 
• Spends significant time with direct reports visiting existing customers and building new customer relationships. 
• Develops and maintains relationships with sales process stakeholders within Informatica and develops Partner relationships within the assigned sales region. 
• Partakes in quota setting process for team members. 
• Collaborates with other functions to resolve escalations/customer issues quickly. 
• Responsible for nurturing career development, managing performance, and pay discussions of team members. 
• Directly manages a team of field sales representatives assigned accounts that are complex in nature.  May manage subordinate sales leaders who also have field sales teams. 
• Financial targets held by this leader will typically be larger than lesser-scoped field sales management roles.   (The size of leader’s quota may be relative to complexity and nature of account set and overall business opportunity in the territory managed.) 

KNOWLEDGE & SKILLS 

• Uses expert leadership skill in collaboration and prioritization to direct and influence operations and results in the sales region or team(s). 
• Adept at setting and driving strategic initiatives in the functional area, as well as influencing at higher tiers of the organization. 
• Expert-level industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives. 
• Adept at C-level audience presentations, financial acumen, negotiation, executive presence, and mentoring/coaching of subordinate managers and sales staff. 
• Independently determines approach to managing team and daily operations. 
• Motivating, positive presence and the ability to lead and compel others to achieve objectives. 
• Creates an environment that promotes the identification and development of talent, as well as planning for future talent needs of the organization. 
• Expert level functional knowledge in the sale of hybrid software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products. 

EDUCATION & EXPERIENCE 

•  BA/BS or equivalent educational background is preferred.  
•  Minimum 15+ years of relevant professional experience.