Account Manager, Enterprise (BFSI)

Directly sell enterprise software solutions across the scope 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%,.

You will report to the Regional Sales Manager.

• 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.
• Documentation 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 expert-level knowledge of selling our products and services.
• Assigned accounts are larger and of the most complex nature, where assigned quota is typically higher than lesser-scoped portfolio sales role levels. (Size of quota may be relative to complexity and nature of account set.)
• You sell-to and work with executive-level customer decision makers, to include up to CXO levels.

• Hold expert-level experience and use professional concepts and our goals to resolve complex issues in creative ways.
• Deep industry knowledge of a customer's decision-making process, goals, strategies, and our goals.
• Expert-level Experience establishing communication and engagement with prospects at all levels of customer engagement.
• Complete, "big-picture" understanding of the business and technical contexts of main accounts.
• Driven, and exudes leadership on account set and compels others to get on board.
• Great 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.

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