Territory Leader (Africa & EE)

Informatica Corp.; Dubai; Hybrid; USD 80,000 - 150,000; Full time

Job summary

An established industry player is seeking a Major Account Manager to drive enterprise software solutions across the Africa & Eastern Europe market. This role requires a dynamic individual who thrives in a field sales environment, willing to travel extensively. You will build and maintain relationships with key decision-makers, develop strategic business plans, and collaborate with various teams to promote innovative solutions. If you have a passion for data and a proven track record in sales, this is an exciting opportunity to make a significant impact in a forward-thinking company.

Benefits

Flexible time off

Hybrid work options

Equity opportunities

Employee Stock Purchase Program (ESPP)

Comprehensive Mental Health Program

Competitive compensation

Generous allowances for accommodation

Childcare allowances

Vehicle allowances

Flight allowances

Qualifications

• 15+ years experience in sales and channel sales management.
• Expert-level knowledge of enterprise software solutions.

Responsibilities

• Expand sales within existing and new accounts while building relationships.
• Develop strategic business plans for each account.

Skills

Consultative Sales Techniques

Relationship Building

Strategic Business Planning

Complex Problem Solving

Customer Decision-Making Processes

Education

BA/BS or equivalent

Tools

CRM Software

Marketing Software

Job description

Build Your Career at Informatica

We're looking for a diverse group of collaborators who believe data has the power to improve society. Adventurous, work-from-anywhere minds who value solving some of the world's most challenging problems. Here, employees are encouraged to push their boldest ideas forward, united by a passion to create a world where data improves the quality of life for people and businesses everywhere.

Major Account Manager (Located in Dubai, UAE covering the Africa & Eastern Europe Market)

In this position, the Major Account Manager will report to our VP for the region. You will travel at least 50% of the time, possibly more depending on needs. As an Account Manager with Informatica, you will sell enterprise software solutions across our product range, driving incremental license and subscription revenue. You will develop and own relationships within assigned accounts/territory, maximizing Informatica's footprint. Collaboration with teams such as pre-sales, professional services, marketing, channel management, finance, customer support, and external partners like Alliances and Channel Partners is essential. This is a field sales role with extensive travel expected.

ESSENTIAL DUTIES & RESPONSIBILITIES

1. Expand sales within existing and new accounts while building relationships with key decision makers.
2. Develop strategic business plans for each account, identifying core customer requirements and aligning Informatica's solutions to meet those needs.
3. Maintain documentation within CRM/Marketing software of customer contacts and activities (e.g., names, titles, contact info, opportunity value, product info, sales stages, probability, business pain points, future commitments).
4. Ensure accurate forecasting, deliver quarterly revenue targets, and implement account and business plans.
5. Collaborate with Marketing to plan account activities such as events, seminars, and roadmap sessions.
6. Promote Informatica's products, enhance brand recognition, and publicize success stories.
7. Provide feedback on customer experiences to improve products, systems, and processes.
8. Leverage expert-level knowledge of our products and services in sales efforts.
9. Manage larger, complex accounts with higher quotas, often involving senior-level decision makers, including CXOs.

KNOWLEDGE & SKILLS

1. Possess expert-level experience, applying professional concepts to resolve complex issues creatively.
2. Deep understanding of customer decision-making processes, goals, and strategies within relevant industries.
3. Proficient in consultative sales techniques and building trust with internal and external stakeholders.
4. Knowledge of hybrid deployment models, Data Warehousing, Databases, and Business Intelligence products.

EDUCATION & EXPERIENCE

1. BA/BS or equivalent educational background.
2. Minimum of 15+ years of relevant professional experience in sales and channel sales management.

Perks and Benefits

• Flexible time off and hybrid work options
• Equity opportunities and Employee Stock Purchase Program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP)
• Competitive compensation and incentive plans
• Generous allowances for accommodation, childcare, vehicle, and flights

Our DATA values guide us, and we are passionate about delivering solutions that accelerate data innovation. At Informatica, our employees are our greatest asset. If your experience aligns but isn't an exact match for every qualification, we encourage you to apply—you might be the perfect fit to help us innovate and grow our culture.

Informatica (NYSE: INFA) is a leader in Enterprise Cloud Data Management, empowering businesses to harness the transformative power of their data assets. We pioneered the Informatica Intelligent Data Management Cloud (IDMC), which manages data across multi-cloud and hybrid systems, democratizing data to enhance business strategies. Over 100 countries and 85 of the Fortune 100 rely on Informatica. www.informatica.com. Connect with us on LinkedIn, Twitter, and Facebook.