Regional Sales Director, Italy

The Regional Sales Director is responsible for leading a team of Account Managers who are charged with selling our full suite of products including licenses, support, training, and consulting services for the Italian region. You will use your leadership skills and our experience with structured sales techniques that span the entire sales cycle: From identification and qualification of opportunities; to business development; and order fulfilment, helping your team over-achieve their sales goals.

Our Ideal Candidate

We are seeking an experienced Regional Sales Director to develop our Accounts across the Italy. This will include managing and growing a team of 6+ Accounts Sales Executives. This individual will be tasked with generating growth within new and existing customers and should have a proven track record in hyper-growth sales teams. They will be required to manage a team to an aggressive target with expectations to overachieve.

The ideal candidate will have experience managing Software Sales teams that are selling complex Integration, Cloud, Big Data, Data Governance and/or SaaS into corporate companies.

Your Responsibilities

If you thrive in a fast-paced, high-growth environment where you will be developing and executing deal strategies, mentoring a team, and collaborating with every area of the organisation, then this will be an ideal role for you.

You will develop and execute a strategic and comprehensive business plan for your region. Your focus is to build positive relationships with your direct reports and to develop and coach them to surpass their sales goals. You will take full responsibility for accurate forecasting and quarterly revenue delivery. A significant portion of your will be invested with your team in the field visiting existing customers, and building relations with potential accounts, whilst aligning with strategic partners.

Other responsibilities include but are not limited to the following:

• Being an Informatica ambassador within accounts, maximizing our brand recognition and mindshare at all levels, evangelizing our solution and publicizing success stories
• As a Regional Sales Director you will be expected to exceed territory growth, revenue quota, and customer satisfaction goals
• Hire and build out the team
• Lead and manage a customer focused team of Strategic Accounts Sales Executives to deliver customer business value and develop customer relationships
• Build awareness for Informatica in target accounts across the Region
• Collaborate with other departments in order to develop an impactful sales strategy for enhancing the company's growth
• Effectively create and articulate value selling in various negotiations
• Assist in pricing strategy
• Ensure effective prospecting, up selling/cross selling, and pipeline development
• Maintain consistent implementation of effective sales processes for optimum performance and success of the organization
• Keep a pulse on the market: Know the landscapes and trends that may shift tactical budgets and strategic directions of accounts
• Build and maintain relationships with new and existing partners

Qualifications

• 10 years minimum of successful enterprise software sales/sales management with personal experience closing high value software deals and a history of exceeding targets
• Extensive knowledge of how software is positioned and sold to line of business, IT and procurement executives
• A metrics driven mindset with a strong analytical approach
• Previous Sales Methodology training
• Experience building organisations and hiring and training top talent
• Proven track record of over-achieving quota in past opportunities
• Ability to negotiate mutually agreeable outcomes with customers and internal stakeholders
• Strong customer references
• Entrepreneurial spirit/mindset with flexibility towards dynamic change
• Availability to travel as needed
• University degree or equivalent practical experience