Expansion Sales Representative - jobs at Informatica

will lead the upsell and cross-sell of enterprise software solutions from

ESSENTIAL DUTIES & RESPONSIBILITIES

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expands sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company's CFCN products and services.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company's relationship with customer accounts of various sizes. As it's a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica's subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, "big-picture" understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference
• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience
• Minimum 5+ years of relevant professional experience

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

will lead the upsell and cross-sell of enterprise software solutions from

ESSENTIAL DUTIES & RESPONSIBILITIES

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expands sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company's CFCN products and services.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company's relationship with customer accounts of various sizes. As it's a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica's subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, "big-picture" understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference
• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience
• Minimum 5+ years of relevant professional experience

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

will lead the upsell and cross-sell of enterprise software solutions from

ESSENTIAL DUTIES & RESPONSIBILITIES

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expands sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company's CFCN products and services.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company's relationship with customer accounts of various sizes. As it's a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica's subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, "big-picture" understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference
• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience
• Minimum 5+ years of relevant professional experience

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

will lead the upsell and cross-sell of enterprise software solutions from

ESSENTIAL DUTIES & RESPONSIBILITIES

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expands sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company's CFCN products and services.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company's relationship with customer accounts of various sizes. As it's a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica's subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, "big-picture" understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference
• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience
• Minimum 5+ years of relevant professional experience

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

will lead the upsell and cross-sell of enterprise software solutions from

ESSENTIAL DUTIES & RESPONSIBILITIES

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.

• Expands sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company’s CFCN products and services.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company’s relationship with customer accounts of various sizes. As it’s a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica’s subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, “big-picture” understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference

• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience

• Minimum 5+ years of relevant professional experience

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

will lead the upsell and cross-sell of enterprise software solutions from

ESSENTIAL DUTIES & RESPONSIBILITIES

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.

• Expands sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company’s CFCN products and services.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company’s relationship with customer accounts of various sizes. As it’s a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer’s decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica’s subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, “big-picture” understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference

• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience

• Minimum 5+ years of relevant professional experience

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

• Partners with sales account managers, pre-sales consultants, Partner Sales staff, and professional services colleagues in the expansion of sales within existing and/or new accounts, while building relationships with key decision makers.
• Navigates a complex, enterprise sales environment to understand customer needs and promote/develop competitive business propositions for their specialist area of the company's product portfolio.
• Uses account planning and management skills to address customer needs timely and with competitive solutions.
• Follow up on leads generated by business development, inside sales, marketing and partners and qualify the funnel of opportunities, as well as create new pipeline via prospecting efforts.
• 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 and regular quarterly revenue delivery for specialist product area.
• Communicates company news/product updates to existing customers and prospects
• Identifies and defines use cases for Informatica products.
• Coordinates through initial launch of use cases on Informatica platforms.
• Effectively address Client satisfaction and issues until resolved. This will include coordinating internal resources that interact with each Client.
• Manage the onboarding process for new select Informatica Clients.
• At this level, incumbents will have subject matter expertise in selling the company's products and services, with deep expertise in their specialization.
• Assigned opportunities/engagements are typically the largest and of the most complex and strategic nature, where attributed expected revenue retirement would be among the highest of the sales specialist roles.
• Incumbents routinely sell-to and interact with the senior-most customer executive and CXO level decision makers.

• Hold broad expertise or unique knowledge to contribute to development of company objectives or to achieve goals in creative and effective ways.
• 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 or equivalent educational background is preferred.
• Minimum 12+ years of relevant professional experience.

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit