Job Number: 37130

Position Title: Sr Expansion Sales Representative

We're looking for a diverse group of collaborators who believe data has the power to improve society. Adventurous, work-from-anywhere minds who value solving some of the world's most challenging problems. Here, employees are encouraged to push their boldest ideas forward, united by a passion to create a world where data improves the quality of life for people and businesses everywhere.

The Senior Cloud Sales Representatives will lead the upsell and cross-sell of enterprise software solutions from Cloud First Cloud-Native (CFCN) products to increase incremental subscription revenue from the existing customer install base. The Senior Cloud Sales Representative will evangelize Informatica by generating additional revenue and business from existing customers to fuel our growth by strategically right sizing their existing purchases to meet their needs and expanding the departmental use case to an enterprise use case. This role nurtures and owns the expansion relationship within assigned accounts/territory and maximizes Informatica's footprint within them for CFCN products. Incremental Sales revenue will be guided by customers' current consumption of CFCN products driven by the present adoption and their future expansion needs.

You will report to the Manager of Expansion Sales, in the Customer Success organization through subscription renewals and expansion leadership.

Nothing is more paramount to us in Informatica than customer success. In this role, the Senior Cloud Sales Representative won't simply sell products. They are expected to analyze the consumption metrics, consult, and listen deeply to understand current and future business needs. This expansion sale to the existing customer base is backed by collaborative cross-functional teams. Incumbents effectively collaborate with other teams, including Subscription renewals reps, Sales Account Managers, Customer Success Managers, Customer Success Technologists, marketing, channel management, finance, customer support, and external parties such as Alliances and Channel Partners. As its consumption-based expansion role, it needs a deep understanding of Informatica platform technologies or SaaS consumption pricing. Prior enterprise sales experience within the SaaS ecosystem is a must-have experience. This is a remote sale expand selling position where minimum travel to the customer's location is expected based on customer needs. Travel is up to and may not exceed 10 to 20%, based on the needs of the business

Salesforce

• This role is a quota-carrying expansion or incremental sales position.
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Provide regular and accurate reporting of pipeline and forecast through the CRM system.
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account-level expansion plans.
• Provide customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company's relationship with customer accounts of different sizes. As it's a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Deep industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, customer service, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica's subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of renewal contracts, Adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete, "big-picture" understanding of the business and technical contexts of main accounts to propel departmental use case sales to enterprise-wide expansion sales.
• Adept at consultative effectiveness and establishing trust with internal and external customers.

• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expands sales within existing accounts while getting connected and building strategic relationships with important decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company's CFCN products and services.

• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience

• Minimum 5+ years of relevant professional 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
• Tuition reimbursement program to support your and personal growth
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

We're guided by our DATA values and passionate about building and delivering solutions that accelerate data innovations. We do that by creating an inclusive culture that celebrates and supports diversity. 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), an Enterprise Cloud Data Management leader, 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 over 100 countries and 85 of the Fortune 100 rely on Informatica. www.informatica.com. Connect with LinkedIn, Twitter, and Facebook. Informatica. Where data and AI come to life.

City

Seniority Level: Mid-Senior Level

Alternative Location(s) :

Senior Cloud Sales Representative

Remote LinkedIn Hashtag: #LI-Remote

LinkedIN Hashtag: LI-AP1

EEO Employer Verbiage:

At Informatica we know diversity drives innovation. We are proud to be an Equal Opportunity Employer dedicated to maintaining a work environment free from discrimination, one where all employees are treated with dignity and respect. All qualified applicants will receive consideration for employment without regard to race, color, gender, sex, sexual orientation, marital status, religion, age, disability, gender identity, veteran status or any other characteristic protected by applicable law and Informatica policy.

Travel Requirement: Limited

City, US