Director, Sales Specialists (MDM)

We seek innovative thinkers who believe in the power of data to drive meaningful change. At Informatica, we welcome adventurous, work-from-anywhere minds eager to tackle the world's most complex challenges. Our employees are empowered to push their bold ideas forward, and we are united by a shared passion for using data to do the extraordinary for each other and the world.

Reporting to the Group Vice President, Solutions & Business Development, you will directly manage field sales portfolio account managers, sales specialists, and/or subordinate field sales management staff, within a geographic, industry, or product-specific alignment. Accountable for the sales of particular product lines or the entire product suite of the organization, as applicable to the role held. This role uses leadership and sales experience to manage the entire sales cycle and help their team achieve sales objectives.

• Develop and manages to a strategic and comprehensive business plan for the assigned territory/region, to be delivered upon by direct report sales staff.
• Accountable for accurate forecasting and delivering on regular quarterly revenue targets.
• Hold self and team accountable for timely documentation within CRM / Marketing software of customer contact and activity data (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).
• Spend time with direct reports visiting existing customers and building new customer relationships.
• Develop and maintain relationships with sales process stakeholders within Informatica and develops Partner relationships within the assigned sales region.
• Partake in quota setting process for team members.
• Collaborate with other functions to resolve escalations/customer issues quickly.
• Nurture career development, managing performance, and pay discussions of team members.
• Directly manage a team of field sales representatives assigned accounts that are complex. May manage subordinate sales leaders who also have field sales teams.
• Financial targets held by you will typically be larger than lesser-scoped field sales management roles. (The size of leader's quota may be relative to complexity and nature of account set and overall business opportunity in the territory managed.)
• May perform other duties and responsibilities

• Lead Sales Strategy
  • Develop and execute a comprehensive sales plan for MDM solutions and services, targeting enterprise clients across various industries.
  • Set and achieve sales targets in collaboration with the executive team

Client Engagement

• Serve as a trusted advisor, clearly articulating the benefits and ROI of MDM solutions to business and technical stakeholders.

• Translate technical features into business benefits.
• Experience with digital transformation initiatives, cloud migration, and enterprise software.
• Familiarity with key verticals such as financial services, manufacturing, retail, or healthcare.
• Team leadership and mentoring experience.
• Ability to build rapport with C-level executives and technical teams.
• Uses expert leadership skill in collaboration and prioritization to direct and influence operations and results in the sales region or team(s).
• Can set and drive strategic initiatives in the functional area, as well as influencing at higher tiers of the organization.
• Expert-level industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Adept at C-level audience presentations, financial acumen, negotiation, executive presence, and mentoring/coaching of subordinate managers and sales staff.
• Independently determines approach to managing team and daily operations.
• Motivate, positive presence and the ability to lead and compel others to achieve objectives.
• Create an environment that promotes the identification and development of talent, as well as planning for future talent our needs.
• Expert level knowledge in the sale of hybrid software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products.

• BA/BS or equivalent educational background is preferred.
• Minimum 15+ years of relevant professional experience.
• Or an equivalent combination of education, training or 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

Our DATA values are our north star and we are passionate about building and delivering solutions that accelerate data innovations. At Informatica, our employees are our greatest competitive advantage. So, if your experience aligns but doesn't exactly match every qualification, apply anyway. You may be exactly who we need to fuel our future with innovative ideas and a thriving culture.

Informatica (NYSE: INFA), a leader in enterprise AI-powered cloud data management, brings data and AI to life by empowering businesses to realize the transformative power of their most critical assets. We pioneered the Informatica Intelligent Data Management Cloud that manages data across any multi-cloud, hybrid system, democratizing data to advance business strategies. Customers in approximately 100 countries and more than 80 of the Fortune 100 rely on Informatica. www.informatica.com. Connect with LinkedIn, X, and Facebook. Informatica. Where data and AI come to life.