Major Account Manager (Public Sector)

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We seek innovative thinkers who believe in the power of data to drive meaningful change. At Informatica, we welcome adventurous minds eager to tackle the world's most complex challenges. Our employees are empowered to push their bold ideas forward, and we are united by a shared passion for using data to do the extraordinary for each other and the world.

Major Account Manager (Public Sector) - Germany

Directly sells enterprise software solutions across the breadth of our products and drive incremental license and subscription revenue. Reporting to the Vice President, Public Sector EMEA the Major Account Manager develops and owns the relationship within assigned accounts/territory and maximizes Informatica's footprint within them. Incumbents effectively collaborate with other teams, including pre‑sales, professional services, marketing, channel management, finance and customer support, as well as external parties such as Alliances and Channel Partners. This is a field sales position where extensive travel to the customer's location is regularly expected and important to the performance of the role. Travel is up to and may exceed 50%, based on the needs of the business.

Essential Duties & Responsibilities

• Expands sales within existing and/or new accounts while building relationships with key decision makers.
• Develops and executes a strategic and comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of Informatica's solutions to customer business requirements.
• Timely 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.
• Collaborates with Marketing to develop an effective plan for the accounts, to include events, seminars, and roadmap sessions.
• Promotes Informatica's products, maximizes brand recognition and mindshare at all levels, and publicizes success stories.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• At this level, incumbents will have expert-level knowledge of selling the company's 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.)
• Incumbents routinely sell-to and interact 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 and effective ways.
• Deep industry knowledge and understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Complete, "big-picture" understanding of the business and technical contexts of key accounts.
• Driven, self-starter who exudes leadership on account set and compels others to get on board.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

Education & Experience

• BA/BS or equivalent educational background.
• 8+ years of relevant professional experience

Perks & Benefits

• Comprehensive health, vision, and wellness benefits (Paid parental leave, adoption benefits, life insurance, disability insurance and 401k plan or international pension/retirement plans
• Flexible time-off policy and hybrid working practices
• Equity opportunities and an employee stock purchase program (ESPP)
• Comprehensive Mental Health and Employee Assistance Program (EAP) benefit

Our DATA values are our north star and we are passionate about building and delivering solutions that accelerate data innovations. At Informatica, our employees are our greatest competitive advantage. So, if your experience aligns but doesn't exactly match every qualification, apply anyway. You may be exactly who we need to fuel our future with innovative ideas and a thriving culture.

Informatica (NYSE: INFA), a leader in enterprise AI‑powered cloud data management, brings data and AI to life by empowering businesses to realize the transformative power of their most critical assets. We pioneered the Informatica Intelligent Data Management Cloud™ that manages data across any multi‑cloud, hybrid system, democratizing data to advance business strategies. Customers in approximately 100 countries and more than 80 of the Fortune 100 rely on Informatica.

We warmly invite applications from individuals with a severe disability status (Schwerbehinderung). Informatica is committed to equality and creating a workplace that reflects society. We set ambitious goals for representation, emphasize accessibility and inclusion, and continuously learn and improve.

Informatica. Where data and AI come to life.™