Cloud Expansion Sales Specialist
3 days ago
Role Overview:
This position involves leading the upsell and cross-sell of enterprise software solutions from Cloud First Cloud-Native (CFCN) products to increase incremental subscription revenue from existing customer bases.
The ideal candidate will promote Informatica by generating additional revenue and business from existing customers, fueling growth through right-sizing their existing purchases and expanding departmental use cases to an enterprise level.
This role nurtures and owns expansion relationships within assigned accounts/territories, maximising Informatica's footprint within them for CFCN products.
Incremental sales revenue will be guided by customers' current consumption of CFCN products, based on present adoption and future expansion needs.
Key Responsibilities:
- Exceed expansion sales goals through analysing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end-to-end within assigned accounts/territories.
- Expand sales within existing accounts while building strategic relationships with main decision-makers.
- 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.
Required Skills and Qualifications:
The ideal candidate will possess expert-level experience in selling SaaS subscriptions, with a deep understanding of the customer's decision-making process, goals, strategies, and business objectives.
They must have expertise in communicating product benefits appropriate for each prospect at all levels of customer engagement, as well as knowledge of enterprise cloud platforms, SaaS, PaaS, and SaaS contracts.
Adept at consultative effectiveness and establishing trust with internal and external customers, they will maintain an understanding of Informatica's subscription and consumption pricing models to provide customers assistance in usage/use case-based expansion discussions.
Estimated Salary: ₹25,00,000 - ₹35,00,000 per annum, depending on location and performance.
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