Strategic Account Manager, FSI

Directly sell enterprise software solutions across the range of our products and increase incremental license and subscription revenue. You will develop the relationship within assigned accounts/territory and maximize Informatica's footprint within them. You collaborate with other teams, including pre-sales, professional services, marketing, channel management, finance and customer support, and external parties such as Alliances and Channel Partners. This is a field sales position where extensive travel to the customer's location is expected and necessary to the performance of the role. Travel is up to and may exceed 50%,.

Essential duties

• Expand sales within all accounts while building relationships with main decision makers.
• Develop a strategic and comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of Informatica's solutions to customer requirements.
• Document within CRM / Marketing software 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).
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account and business plans.
• Collaborate with Marketing to develop a plan for the accounts, to include events, seminars, and roadmap sessions.
• Promote Informatica's products, maximize brand recognition and mindshare at all levels, and publicize success stories.
• Provide customer feedback to team members for product, systems, and process improvements.
• At this level, incumbents will have subject matter expertise in selling our products and services.
• Assigned accounts are the largest and the most complex, where assigned quota is typically highest among the portfolio sales role levels. (Size of quota may be relative to complexity and nature of account set.)
• You sell-to and work with the senior-most customer executive and CXO-level decision makers.

Skills

• Hold broad expertise or unique knowledge to contribute to development of our goals in creative ways.
• Industry knowledge of a customer's decision-making process, goals, strategies, and our goals.
• Experience with presentations, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Hold a complete experience communicating product benefits appropriate for each prospect upon the business and technical contexts of main accounts.
• Lead by example on accounts and compels others to get on board.
• Mentor others at consultative effectiveness and establishing trust with internal and external customers.
• Knowledge of hybrid deployment of software solutions, Data Warehousing, Database, and Business Intelligence software concepts and products.

EDUCATION & EXPERIENCE

• BA/BS degree or equivalent educational background.
• 12+ years of relevant professional experience