Account Manager - Enterprise
Posted on: October 13, 2019
The Account Manager, South Central Enterprise Accounts directly
sells enterprise software solutions across the breadth of the
companys products and drive incremental license and subscription
revenue. This role develops and owns the relationship within
assigned accounts/territory and maximizes Informaticas footprint
within them. Incumbents effectively collaborate with other teams,
including pre-sales, professional services, marketing, channel
management, finance and customer support, as well as external
parties such as Alliances and Channel Partners. This is a field
sales position where extensive travel to the customers location is
regularly expected and key to the performance of the role. Travel
is up to and may exceed 50%, based on the needs of the
ESSENTIAL DUTIES & RESPONSIBILITIES
Expands sales within existing and/or new accounts while building
relationships with key decision makers.
- Develops and executes a strategic and comprehensive business
plan for each account, including identifying core customer
requirements and mapping the benefits of Informaticas solutions to
customer business requirements.
- Timely 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
- Accountable for accurate forecasting, regular quarterly revenue
delivery, and the implementation of agreed account and business
- Collaborates with Marketing to develop an effective plan for
the accounts, to include events, seminars, and roadmap
- Promotes Informaticas products, maximizes brand recognition and
mindshare at all levels, and publicizes success stories.
- Provides customer feedback to internal stakeholders for
product, systems, and process improvements.
- At this level, incumbents will have expert-level knowledge of
selling the companys 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.)
- Incumbents routinely sell-to and interact with executive-level
customer decision makers, to include up to CXO levels.
KNOWLEDGE & REQUIREMENTS
Holds expert-level experience and uses professional concepts and
company objectives to resolve complex issues in creative and
Deep industry knowledge and understanding of a customers
decision-making process, goals, strategies, and business
Expert-level presentation, customer service, financial/business
acumen, and negotiation skills at all levels of customer
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.
Fully functional knowledge of hybrid deployment of software
solutions, Data Warehousing, Database, and/or Business Intelligence
software concepts and products.
EDUCATION & EXPERIENCE REQUIREMENTS
BA/BS or equivalent educational background is preferred.
Minimum 8+ years of relevant professional experience
Keywords: Informatica, Austin , Account Manager - Enterprise, Executive , Austin, Texas
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