Senior Expansion Sales Account Executive

3 weeks ago

Bengaluru, India Informatica Full time

External Description:

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 is expected to 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. This role nurtures and owns 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 consumption of CFCN products guided by the present adoption and their future expansion needs.

Nothing is more paramount to us in Informatica than customer success. The Expansion SAE won't simply sell products. They are expected to analyze the consumption metrics, consult, and listen to understand our needs. This expansion sale to the existing customer base is backed by collaborative teams. You collaborate with other teams, including Subscription renewals reps, Sales Account Managers, Customer Success Managers, Customer Success Technologists, marketing, channel management, finance, and customer support, and external parties such as Alliances and Channel Partners. As its consumption-based expansion role, it needs a thoughtful understanding of Informatica platform technologies and SaaS consumption pricing. Prior enterprise sales experience in 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 our needs.

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

Work Location : Bangalore (Hybrid)

Responsibilities

You will be a quota-carrying expansion or incremental sales position. Exceed expansion sales goals (quotas) through analysing consumption 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 consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

Required skills :

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 business objectives. 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 consumption metrics promote 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 maximise contract value while enhancing the customer relationship. Complete, "big-picture" understanding of the business and technical contexts of main accounts to grow departmental use case sales to enterprise-wide expansion sales. Adept at consultative effectiveness and establishing trust with internal and external customers.

EDUCATION & EXPERIENCE

5+ 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.

Perks & Benefits

Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and k 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

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