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Expansion Sales Representative

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Informatica

10d ago

  • Job
    Full-time
    Senior Level
  • Sales & Business Development
    IT & Cybersecurity
  • Parker
    Remote

AI generated summary

  • You need 3+ years in SaaS sales, data management experience, strong track record in expanding subscriptions, expert negotiation skills, and deep industry knowledge to drive enterprise-wide sales.
  • You will analyze consumption metrics, build relationships, manage sales opportunities, track data in Salesforce, forecast revenue, and provide customer feedback for improvements.

Requirements

  • 3+ years of field sales experience in the SaaS space.
  • Experience within data management software selling.
  • A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a very strong customer reference.
  • BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience.
  • Minimum 5+ years of relevant professional experience.
  • 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, 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 key accounts to drive departmental use case sales to enterprise-wide expansion sales.
  • Fully adept at consultative effectiveness and establishing trust with internal and external customers.

Responsibilities

  • This role is a quota-carrying expansion or incremental sales position.
  • 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 key decision-makers.
  • At this level, incumbents will have expert-level knowledge of selling the company’s CFCN products and services.
  • 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.
  • Provides customer feedback to internal stakeholders for product, systems, and process improvements.
  • Nurture and expand the company’s relationship with customer accounts of various 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.

FAQs

What is the primary responsibility of the Expansion Sales Account Executive?

The primary responsibility is to lead the upsell and cross-sell of enterprise software solutions from Cloud First Cloud-Native (CFCN) products to drive incremental subscription revenue from the existing customer install base.

What experience is required for the Expansion Sales Representative position?

Candidates should have a minimum of 3+ years of field sales experience in the SaaS space, with a proven track record of expanding SaaS subscriptions and overachieving quotas of $1M+ of ARR.

How much travel is expected in this role?

Travel is expected to be minimal, up to a maximum of 10 to 20%, based on customer needs.

Who will the Expansion Sales Account Executive report to?

This role will report to the Chief Customer Officer organization through subscription renewals and expansion leadership.

Is previous experience with data management software necessary?

Yes, experience within data management software selling is required for this position.

How will performance be measured in this role?

Performance will be measured by meeting and exceeding expansion sales goals (quotas) through analyzing consumption metrics, managing, and closing sales opportunities end to end within assigned accounts/territory.

What kind of team collaboration is expected?

The Expansion SAE will collaborate with various teams including Subscription renewals reps, Sales Account Managers, Customer Success Managers, marketing, channel management, finance, and customer support.

What educational background is preferred for applicants?

A BA/BS or equivalent educational background is preferred, along with a minimum of 5+ years of relevant professional experience.

What benefits does Informatica offer to employees?

Informatica offers comprehensive health, vision, and wellness benefits, flexible time-off policy, equity opportunities, an employee stock purchase program (ESPP), and a comprehensive Mental Health and Employee Assistance Program (EAP) benefit.

What skills are important for the Expansion Sales Account Executive role?

Important skills include expert-level presentation, financial/business acumen, negotiation skills, deep industry knowledge, and the ability to establish trust through consultative selling.

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Informatica

Informatica brings data to life by empowering businesses to realize the power of their critical assets.

Technology
Industry
5001-10,000
Employees

Mission & Purpose

Informatica is a leading provider of enterprise cloud data management and data integration software solutions. The company specialises in helping organisations harness the power of their data by offering a comprehensive suite of products that enable data integration, data quality, master data management, and data governance. Their ultimate mission is to empower businesses to unlock the full potential of their data assets, enabling them to make informed decisions, drive innovation, and achieve business success. Informatica's purpose is to deliver trusted and intelligent data management solutions that drive data-driven digital transformations, enhance customer experiences, and optimise operational efficiency. They strive to be a strategic partner for organisations in their data management journey, providing the tools and expertise necessary to navigate the complexities of data integration, ensure data accuracy and compliance, and unleash the power of data as a strategic asset.

Culture & Values

  • Do Good

    Foster an inclusive culture where we treat each other with respect, fairness and dignity.

  • Act as One Team

    Connect, communicate, and collaborate as one diverse team.

  • Think Customer-First

    Accelerate customer outcomes in everything we build and how we deliver.

  • Aspire and Innovate

    Continuously and fearlessly innovate through curiosity and learning.

Benefits

  • Health and Wellness

    Keep your mental and physical health at peak level with generous medical, dental, vision, employee assistance and wellness programs.

  • Financial

    Boost your financial goals with competitive pay, equity and robust retirement savings programs for a more secure future.

  • Continual Learning

    Never stop learning with our education and professional development training programs with LinkedIn Learning, Coursera, and more.

  • Life and Work

    Recharge and relax with our generous paid time-off programs and flexible/hybrid work environment to achieve your version of work-life balance.

  • Career Mobility

    Expand your horizons or take your career in a new direction with opportunities across our teams and locations around the globe.