Our Team Sales play 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. Our success is due not only to a strong strategy and creative execution but to the knowledge that we can confidently stand behind every product we offer as well as the knowledge that we can deliver the right solution with unsurpassed technical excellence.

Your Opportunity You’ll use your record of accomplishment to lead a team to sell enterprise software solutions and drive incremental licensing revenue through the management of all accounts within the Emerging Markets (MEA, CEE & Russia). In this role you will effectively collaborate with other executives, including presales, professional services, marketing, channel management, finance and customer support, as well as external parties like alliance and channel partners. You’ll use your experience with sales management to inspire and coach the team to surpass their sales goals.

Our Ideal Candidate You have experience with structured management and sales techniques. Strong management skills and a demonstrable record of accomplishment with sales campaign delivery are your strong suits. Helping to expand sales within existing accounts and focusing on customer service while developing relationships with key decision-makers are your cornerstones to success. You consistently apply clear performance standards and handle problems decisively and objectively, while providing sound guidance and assistance to improve the systems and processes. Your keen planning and management abilities always consider the needs of the businesses, as well as how the competition factors into that need. In addition, you have the following attributes:

• Authoritative business and financial acumen to translate into an executable sales plan
• Strong ability to lead, manage or enlist the support of others at all times
• Strategic thinking around operations and positioning to execute plans, and align others with plans
• Interpersonal, presentation and written/verbal skills that can influence at senior levels

Your Responsibilities You will manage Regional Sales Directors whom are focused on driving pipeline and revenue growth within the Emerging Markets Sales (MEA, CEE & Russia). You will develop and execute a strategic and comprehensive business plan for the sales territory, including identifying core customer requirements and mapping the benefits of Informatica’s solutions to the area. You will take full responsibility for leading the team towards quota achievement, accurate forecasting, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. Furthermore, you’ll coach team members, accessing resources within Informatica to support them on specific opportunities, with the goal of building sufficient capacity to meet customers’ demand for Informatica-related services and skills. Other responsibilities include but are not limited to the following:

• Lead the team towards quota achievement goals
• Devote significant time towards mentoring, coaching and managing your Sales Directors
• Develop and maintain positive and influential relationships with direct reports
• Build and maintain positive relationships within Informatica and with customers at the management level
• Be an Informatica ambassador within accounts, maximizing our brand recognition and mindshare at all levels, evangelizing our solution and publicizing success stories

Your Qualifications

• A minimum of 10 years of successful enterprise software sales management history in a related space
• Experience manager 1st line Sales Managers / Sales Directors
• Strong, proven track record of management and strategic selling
• Experience leading a team with enterprise and tactical business
• Personal experience closing multi-million dollar deals
• Minimum 5 years of direct sales experience
• History of exceeding quota
• Strong executive calling experience and presence.
• Professional demeanor, articulate, with good communication and presentation skills
• Bachelor’s Degree, MBA a plus