Territory Leader

Informatica; Dubai; On-site; USD 120,000 - 180,000; Full time

Job summary

A leading company in enterprise software solutions is seeking a Major Account Manager located in Dubai, UAE, to cover the Oman market. This role involves direct selling, building strategic relationships, and collaborating across teams to drive revenue. Candidates should possess strong sales management experience and extensive industry knowledge.

Qualifications

• 15+ years of relevant professional experience in Sales and channel sales management.
• Expert knowledge of selling enterprise software solutions.
• Familiar with Data Warehousing and Business Intelligence software concepts.

Responsibilities

• Expand sales within existing and new accounts, building relationships with decision-makers.
• Develop strategic business plans for each account.
• Accountable for accurate forecasting and revenue delivery.

Skills

Sales Management

Consultative Effectiveness

Complex Problem Solving

Relationship Building

Industry Knowledge

Education

BA/BS or equivalent education

Tools

CRM Software

Marketing Software

Job description

Major Account Manager (Located in Dubai, UAE covering Oman Market)

In the position of Major Account Manager you will report into our VP for the region. You will travel at least 50% of the time and may exceed this depending on Needs. As and Account Manager with Informatica you will directly sell enterprise software solutions across the range of our products and drive incremental license and subscription revenue. You will develop and own the relationships within assigned accounts/territory and maximizes Informatica's footprint within them. You effectively collaborate with other teams, including pre-sales, professional services, marketing, channel management, finance and customer support, and external parties such as Alliances and Channel Partners. This is a field sales position where extensive travel to the customer's location is expected and key to the performance of the role.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Expand sales within existing and new accounts while building relationships with important decision makers.
• Develop a strategic and comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of Informatica's solutions to customer requirements.
• Documentation within CRM / Marketing software of customer contact and activity data is required of this role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments, etc.).
• Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account and business plans.
• Collaborate with Marketing to develop a plan for the accounts, to include events, seminars, and roadmap sessions.
• Promote Informatica's products, maximizes brand recognition and mindshare at all levels, and publicizes success stories.
• Provide customer feedback to team members for product, systems, and process improvements.
• At this level, incumbents will have expert-level knowledge of selling our products and services.
• Assigned accounts are larger and of the most complex nature, where assigned quota is typically higher than lesser-scoped portfolio sales role levels. (Size of quota may be relative to complexity and nature of account set.)
• You sell-to and work with executive-level customer decision makers, to include up to CXO levels.

KNOWLEDGE & SKILLS

• Holds expert-level experience and uses professional concepts and company objectives to resolve complex issues in creative ways.
• Deep industry knowledge of a customer's decision-making process, goals and strategies.
• Familiar with consultative effectiveness and establishing trust with internal and external customers.
• Knowledge of hybrid deployment of software solutions, Data Warehousing, Database, Business Intelligence software concepts and products.

EDUCATION & EXPERIENCE

• BA/BS or equivalent educational background.
• 15+ years of relevant professional experience in Sales and channels sales management is required.

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