Senior Director, Strategic Business Development, MDM Job Informatica -
Redwood City, CA
Job ID: DQAL05135
Job Title: Senior Director, Strategic Business Development, MDM
Organization: Research & Development
Our Company
Informatica Corporation (NASDAQ: INFA) is the world’s number one independent provider of data integration software. Organizations around the world gain a competitive advantage in today’s global information economy with timely, relevant and trustworthy data for their top business imperatives. More than 4,350 enterprises worldwide rely on Informatica to help them access, integrate and secure their information assets held in the transitional enterprise, off premise and in the Cloud.
Our Team
The MDM Business Unit plays a vital role not only with regard to revenue generation, but also with Informatica’s reputation across all industry verticals. Our team within the MDM Business Unit is able to connect with a business audience and successfully establish the business value of the Informatica Platform and the MDM component in particular. We are the frontline business value experts.
Informatica’s MDM is an industry-leading solution that enables our customers to obtain a single, authoritative view of their business-critical data entities for any domain and any deployment style. Informatica is looking for an Industry Subject Matter Expert to work with the MDM products team and regional and vertical sales teams to communicate the business value proposition of our MDM solution to a customer line of business, partners and the market at large. This individual will be essential to helping our customers leverage our MDM solutions to address key IT initiatives that drive business value.
Our Ideal Candidate
You have deep industry vertical expertise. You communicate an inspirational and optimistic vision and win over colleagues, customers and business partners alike with your articulate influencing and negotiating skills. You are an aggressive and assertive professional who compels others to get on board. You are a team player. You have the reputation for solid business acumen, influencing customer lines of business executives, building and maintaining strong trust-based relationships, contributing to the bottom line, and being customer focused with a strong client service orientation.
Your Responsibilities
Reporting to the Vice President, MDM Solutions, you will gain the reputation for being the ‘go-to’ person and subject matter expert for the business value of trusted and timely data (a benefit of Informatica MDM) in your industry vertical(s). You will apply your knowledge of the industry vertical(s) to develop the opportunity strategy and value proposition and then help the client and the Informatica team to understand the business value of trusted and timely data. You will be involved with motivating Informatica revenue growth by attracting new customers, cross-selling and upselling to existing customers.
Your primary Responsibilities include:
Leading the conversation with business leaders at prospects and customers in your industry about the value of timely and trusted data, and the role of Informatica products in delivering that value
Recognizing the need--and driving requirements--for solutions in your industry vertical
Performing high-level business solution design to deliver on the value of timely and trusted data
Championing MDM solutions and key benefits internally and externally
Supporting field enablement on your industry initiatives and collaborating with the sales and marketing teams to achieve market success in your industry
Being viewed as a trusted advisor and thought leader internally and externally in your industry vertical
Representative examples of how you will collaborate with Informatica and partner sales and marketing teams include but are not limited to:
oIdentifying industry issues that can be solved by access to trusted and timely data
oCreating messaging articulating how the Industry issues can benefit from trusted and timely data
oDelivering messaging at industry seminars, through whitepapers and industry magazine articles
oLeading the discussions with business stakeholders/C-Suite executives to determine their business pains
oMaximizing the business value Informatica provides to customers by coaching the sales and implementation teams on opportunities
oIdentifying and gaining access to business stakeholders who benefit from a technical initiative; in doing so, converting a technical initiative to a business initiative
oDeveloping and presenting a qualitative or quantitative business case to the business stakeholders
oLeading business stakeholder and C-Suite discussions by communicating how business pains can be uniquely solved by access to trusted and timely data
oWorking with pre-sales to provide requirements for compelling demonstrations of Informatica solutions
oIdentifying additional business opportunities with the account
oEstablishing a “Trusted Advisor” relationship with the business stakeholders and/or C-Suite
oDeveloping and delivering sales training in support of your industry initiatives
Your Qualifications
At least ten years of increasingly responsible experience with generating value from enterprise software solutions
An expert in one or more industry verticals, such as Finance, Retail, Consumer Packaged Goods, Manufacturing, Life Sciences, Insurance, Telecommunications, Media and Entertainment, Travel and Transportation
Ability to triangulate and confirm the business pain from conversations with the business stakeholder
Ability to understand the capabilities of the Informatica Platform
Ability to credibly connect the impact of trusted and timely data to business pain
Ability to generate a qualitative or quantitative business case
Experience with complex enterprise sales cycles
Excellent interpersonal skills; proven track record of building strong relationships and establishing credibility with customers, partners, analysts, sales, R&D, and the management team
Executive presence; consultative style
Well-honed problem solving and analytical skills
Team player, with ability to balance multiple simultaneous customer/partner interactions
Self-motivated and team-oriented; able to work both autonomously and effectively as part of a geographically dispersed team
Excellent listening, writing and presentation skills; English language skills are a must, other languages are a plus
Knowledge of how Master Data Management and associated Data Governance deliver timely and trusted data is a plus
Knowledge of/prior experience with Informatica/other MDM products is a plus
Competitive intelligence/grasp of competition is a plus
Experience in an industry line of business role and/or in management consulting is a plus
Bachelor's degree, preferably in a technical/scientific concentration; advanced degree is a plus
Ability to travel with US and internationally to meet the needs of the role (approx. 50%)
Informatica offers a competitive compensation package that includes base salary, medical, retirement and employee stock purchase (ESP) programs, flexible time off and more. Our generous benefits vary depending upon your geographic work location. It’s an exciting time to work at Informatica; you can learn about our company, products and services at www.informatica.com. We are an Equal Opportunity Employer (EOE).
Department: 400040 MDM SME
Region: North America
Country: United States of America
State: California
City: Redwood City
Interest: Product Marketing
Interest Category: Marketing
Full Time/Part Time: Full Time
Organization: Product Marketing
Informatica Corporation - 11 months ago
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