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Directly manages field sales portfolio account managers, sales specialists, and/or subordinate field sales management staff, within a geographic, industry, or product-specific alignment. Accountable for the sales of particular product lines or the entire product suite of the organization, as applicable to the role held. This role uses leadership and sales experience to manage the entire sales cycle and help their team achieve sales objectives. ESSENTIAL DUTIES & RESPONSIBILITIES
- Develops and manages to a strategic and comprehensive business plan for the assigned territory/region, to be delivered upon by direct report sales staff.
- Accountable for accurate forecasting and delivering on regular quarterly revenue targets.
- Holds self and team accountable for timely documentation within CRM / Marketing software of customer contact and activity data (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).
- Spends significant time with direct reports visiting existing customers and building new customer relationships.
- Develops and maintains relationships with sales process stakeholders within Informatica and develops Partner relationships within the assigned sales region.
- Partakes in quota setting process for team members.
- Collaborates with other functions to resolve escalations/customer issues quickly.
- Responsible for nurturing career development, managing performance, and pay discussions of team members.
- Directly manages a team of senior sales representatives, directly or via subordinate Field Sales Managers, who are assigned accounts typically of the most complex nature.
- Financial targets held by this leader will be of the largest among field sales management roles. (The size of leader's quota may be relative to complexity and nature of account set and overall business opportunity in the territory managed.)
KNOWLEDGE & SKILLS
- Uses advanced, collaborative leadership and prioritization skills to direct and influence operations and results for one or more sales regions or team(s).
- Sets strategic objectives and long term focus of the functional area(s) managed.
- Thought leader in the application and teaching of their expert-level industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives to subordinate leaders and sales teams.
- Routine C-level audience presentations, financial acumen, negotiation, executive presence, and mentoring/coaching of subordinate managers and sales staff.
- Independently determines approach to managing team and region daily operations.
- Motivates others, leads by example, and sets the tone in their region for achieving objectives.
- Uses succession planning, talent reviews and knowledge of future organizational talent needs to educate, evaluate, and develop subordinate leaders and staff.
- Thought leader in the functional knowledge required in the sale of hybrid software solutions, Data Warehousing, Database, and/or Business Intelligence software concepts and products.
EDUCATION & EXPERIENCE
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Informatica LLC
May 27, 2025