Senior Expansion Sales Account Executive

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We seek innovative thinkers who believe in the power of data to drive meaningful change. At Informatica, we welcome adventurous minds eager to solve the world's most complex challenges. Our employees are empowered to push their bold ideas forward, and we are united by a shared passion for using data to do the extraordinary for each other and the world.

Senior Expansion Sales Account Executive (Expansion SAE)

The Expansion SAEs 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 instal base. The Expansion SAE will promote Informatica by generating additional revenue and business from existing customers to fuel our growth by right sizing their existing purchases to meet their needs and expanding the departmental use case to an enterprise use case. You will nurture and lead the expansion relationship within assigned accounts/territory and maximises Informatica's footprint within them for CFCN products. Incremental Sales revenue will be guided by customers' current use of CFCN products guided by the present adoption and their future expansion needs.

You will report to the Chief Customer Officer organisation through subscription renewals and expansion leadership.

Work Location : Bangalore (Hybrid)

Your Role Responsibilities? Here's What You'll Do

• You will be a quota-carrying expansion or incremental sales position.
• Exceed expansion sales goals (quotas) through analysing use metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expand sales within existing accounts while getting connected and building strategic relationships with main decision-makers.
• At this level, incumbents will have expert-level knowledge of selling our CFCN products and services.
• Manage 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 company partners for product, systems, and process improvements.
• Nurture and expand our relationship with customer accounts of several sizes. As it's a use-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.
  
  

What We'd Like to See

• Hold expert-level experience and use professional concepts and our goals to resolve complex issues in creative ways.
• Deep industry understanding of a customer's decision-making process, goals, strategies, and our goals.
• Expert-level Experience communicating product benefits appropriate for each prospect at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full knowledge of the deployment of software solutions and how use metrics promote expansion
• Maintain an understanding of Informatica's subscription and Use pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Complete, "big-picture" understanding of the business and technical contexts of main accounts to grow departmental use case sales to enterprise-wide expansion sales.
  
  

Role Essentials

• 3+ years of field sales experience in the SaaS space.
• Experience within data management software selling.
• A background in success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR) and a customer reference
• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience
• Minimum 2+ years of relevant professional experience
  
  

Perks & Benefits

• 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
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit
  
  

Our DATA values are our north star and we are passionate about building and delivering solutions that accelerate data innovations. At Informatica, our employees are our greatest competitive advantage. 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), a leader in enterprise AI-powered cloud data management, 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 approximately 100 countries and more than 80 of the Fortune 100 rely on Informatica. www.informatica.com. Connect with LinkedIn, X, and Facebook. Informatica. Where data and AI come to life.