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Account Executive, Central Strategic Sales job

InformaticaHouston, TX
Informatica jobs




Company Description

Informatica helps you make data ready for use in any way possible, so you can put truly great data at the center of everything you do. Working with a robust ecosystem of more than 400 global partners—including the leading systems integrators, resellers, and ISVs—Informatica enables you to access, integrate, and trust your information assets and receive maximum value from your investment. Tap into our deep industry knowledge, extensive systems integration and services expertise, specialized solutions, and proven capabilities.

Job Description

At Informatica, We ?DATA?. We Do Good, Act As One Team, Think Customer First, and Aspire For The Future. Informatica enables companies to unleash the power of data to become more agile, realize new growth opportunities, lead to new inventions resulting in intelligent market disruptions.

A career with Informatica gives you all the opportunities and benefits that can only come from working for the trusted industry leader, including amazing, energetic team members; a globally diverse workplace; and a company dedicated to your success, growth and advancement.

The Account Manager, Central Strategic Sales, directly sells enterprise software solutions across the breadth of the company?s products and drive incremental license and subscription revenue. This role develops and owns the relationship within assigned accounts/territory and maximizes Informatica?s 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 customer?s 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 business.


  • 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 Informatica?s 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 commitments, etc.).
  • Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account and business plans.
  • Collaborates with Marketing to develop an effective plan for the accounts, to include events, seminars, and roadmap sessions.
  • Promotes Informatica?s 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 subject matter expertise in selling the company?s products and services.
  • Assigned accounts are the largest and/or the most complex in nature, 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.)
  • Incumbents routinely sell-to and interact with the senior-most customer executive and CXO-level decision makers.

  • Holds broad expertise or unique knowledge to contribute to development of company objectives or to achieve goals in creative and effective ways.?
  • Extensive industry knowledge and understanding of a customer?s decision-making process, goals, strategies, and business objectives.
  • Exhibits confidence and expertise with presentations, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.
  • Holds a complete understanding and can articulate upon the business and technical contexts of key accounts.
  • Authoritative leader by example on accounts and compels others to get on board.
  • Mentors others at consultative effectiveness and establishing trust with internal and external customers.
  • Deep functional knowledge of hybrid deployment of software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products.

  • BA/BS degree or equivalent educational background is preferred.
  • Minimum 12+ years of relevant, professional cloud solutions sales experience
  • All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

    Life at Informatica

    Follow us to meet our team, learn more about life, careers, and events at Informatica. Conquering the Impossible with data, come join?#LifeAtINFA!

    Estimated annual salary


    • Negotiate prices or terms of sales or service agreements.
    • Prepare and submit sales contracts for orders.
    • Visit establishments to evaluate needs or to promote product or service sales.
    • Maintain customer records, using automated systems.


    • Reading ComprehensionUnderstanding written sentences and paragraphs in work related documents.
    • Active ListeningGiving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
    • WritingCommunicating effectively in writing as appropriate for the needs of the audience.
    • SpeakingTalking to others to convey information effectively.


    • Administration and ManagementKnowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
    • Sales and MarketingKnowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
    • Customer and Personal ServiceKnowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
    • Production and ProcessingKnowledge of raw materials, production processes, quality control, costs, and other techniques for maximizing the effective manufacture and distribution of goods.



    Company - Private




    $10M to $25M


    Houston, TX, and others






    Patrick K. S. Ho

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