Director, Sales Specialists (MDM)

Reporting to the Group Vice President, Solutions & Business Development, you will directly manages 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.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Develops 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.
• Holds 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.).
• Spends significant time with direct reports visiting existing customers and building new customer relationships.
• Develops and maintains relationships with sales process stakeholders within Informatica and develops Partner relationships within the assigned sales region.
• Partakes in quota setting process for team members.
• Collaborates with other functions to resolve escalations/customer issues quickly.
• Responsible for nurturing career development, managing performance, and pay discussions of team members.
• Directly manages a team of field sales representatives assigned accounts that are complex in nature. May manage subordinate sales leaders who also have field sales teams.
• Financial targets held by this leader 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.)
• Regular consistent attendance at work
• May perform other duties and responsibilities

Key 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.

Preferred Attributes

Ability to 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.

KNOWLEDGE & SKILLS

• Uses expert leadership skill in collaboration and prioritization to direct and influence operations and results in the sales region or team(s).
• Adept at setting and driving 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.
• Motivating, positive presence and the ability to lead and compel others to achieve objectives.
• Creates an environment that promotes the identification and development of talent, as well as planning for future talent needs of the organization.
• Expert level functional knowledge in the sale of hybrid 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 15+ years of relevant professional experience.
• Or an equivalent combination of education, training or experience.