Informatica Sales Specialist - MDM

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What You’ll Be Doing & Why It Matters

The Sales team plays a vital role not only with regard to revenue generation, but also with Informatica’s reputation in the marketplace. We’re the frontline evangelists, the direct line to our customers. Backed by the strength of the Informatica and Salesforce brand we act as trusted advisors to solve our customers’ data problems. This trust is due to the quality products we offer and the knowledge that we can confidently stand behind them with an award winning global support team of data integration experts that are dedicated to our customers’ success.

We are looking for a MDM Sales Specialist to join our ANZ Specialist Sales team with the role being based in Sydney or Melbourne. The role is for a seasoned sales leader with experience selling large and complex software solutions within the area of Master Data Management (MDM), Reference Data Management, Product Information Management (PIM) and related data management and governance solutions.

This role is working across Australia identifying and developing new opportunities and supporting the local sales teams with expert knowledge and solution sales capability. As well as exploring new business, deal opportunities may be handled in conjunction with regional Account Managers where they are in contact with an existing customer to offer a wider sales opportunity.

You are motivated and eager to expand sales within existing and new accounts while focusing on customer service and developing relationships with key decision makers. You understand and tactfully respond to customer needs and meticulously track and monitor account activity. You consistently apply clear performance standards and handle problems decisively and objectively, while providing sound guidance and assistance to improve the system. You are comfortable taking responsibility for all aspects of the sales cycle including pipeline generation via direct marketing activities, working with partners, creating compelling value propositions and commercial offers, as well as closing deals. In addition, you have the following attributes:

You have direct responsibility to execute MDM sale cycles and achieve/exceed quota both annually and on a quarter-by-quarter basis. You’ll manage, track and report on your activity and provide accurate business forecasts at the close of each quarter. Additional responsibilities include, but are not limited to the following:

Core Responsibilities & Scope

• Work with Data Foundation and Core Account Managers and Field Marketing to identify and execute marketing campaigns to create new MDM pipeline.
• Understand and analyse customer needs and develop business propositions to differentiate and sell the Informatica MDM proposition.
• Prepare and deliver pricing proposals, illustrating Informatica’s business value and benefits.
• Accurate forecast management, providing and maintaining a qualified and up to date funnel, reporting to management on a defined, regular basis.
• Build trusted relationships with alliance partners to jointly develop and run business development campaigns
• Prospecting and identification of sales opportunities through cold calling.
• Follow up on leads generated by inside sales, marketing and partners.
• Co-ordination of the full sales process.
• Engagement of external and internal resources (including partners and alliances) based on the opportunities identified.
• Communication of Informatica news / product updates to existing customers and prospects.
• A strong background and network in the region with the Information Management space.

Minimum Requirements

• 8+ years’ experience in software solution sales in the region especially within complex enterprise application solutions and a demonstrable history of high achievement against quota.
• Familiarity with sales methodologies and experience in all stages of software sales cycles.
• Adept at conducting business discovery and running customer workshops to build an in-depth understanding of customer pain and requirements
• Strong consultative selling skills and experience
• Proven experience with MDM, PIM, Reference Data Management, Customer Data Platform and other related solutions across the full project lifecycle.
• Knowledge of the MDM Industry trends, marketing and competitors.
• Ability to justify MDM investment to the business.
• Experience selling related complex enterprise software solutions such as ERP, CRM, Martech, eCommerce, or similar would be beneficial.
• Good grasp of Data Governance concepts and approaches.
• Good understanding of business issues / priorities and how technology can resolve them.
• Ability to operate comfortably at C-level within major enterprises and ability to work with regional sales teams to create mutually beneficial solutions.
• Demonstrable experience of business development including direct sales, sales management and alliance management.
• Ability to communicate with both technical and non-technical audience, presenting the relevant aspects of the proposition to the relevant audience.
• Strong negotiation skills.
• Willingness to travel within Australia, dependent on operational requirements.
• Strong virtual team worker.
• Cross-vertical experience.

Unleash Your Potential

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