Informatica - Redwood City, CA
posted 3 months ago
Informatica is seeking a Sales Specialist for Data Governance, a remote individual contributor role that reports to the Sales Director of Data Governance. This position is designed for a professional who will be responsible for selling complex technical products and services, specifically within a limited number of product lines. The Sales Specialist will specialize in a single product or product line and will carry an overlay quota, meaning they will not be assigned to specific accounts but will be called into accounts as opportunities arise. The role requires extensive travel to customer locations, with expectations that travel may exceed 50%. The Sales Specialist will partner with sales account managers, pre-sales consultants, partner sales staff, and professional services colleagues to expand sales within all accounts while building relationships with key decision-makers. This involves navigating a complex enterprise sales environment to understand customer needs and develop business propositions for Informatica's product portfolio. The role also includes following up on leads generated by various sources, qualifying opportunities, and creating new pipelines through prospecting efforts. Accurate documentation of customer contacts and activities in CRM/Marketing software is essential, as is accountability for forecasting and delivering quarterly revenue for the specialist product area. Additionally, the Sales Specialist will communicate company news and product updates to existing customers and prospects, identify and define use cases for Informatica products, and manage the onboarding process for new clients. The incumbent will possess subject matter expertise in selling Informatica's products and services, particularly in complex and strategic engagements, and will work closely with senior customer executives and CXO-level decision-makers. The role requires confidence and expertise in presentations, financial negotiations, and a comprehensive understanding of the business and technical contexts of main accounts. Mentorship of others in consultative effectiveness and establishing trust with both internal and external customers is also a key aspect of this position.