Expansion Sales Account Executive, Informatica

Salesforce Expansion Sales Account Executive

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The Expansion SAEs will lead the upsell and cross-sell of enterprise software solutions from IDMC products to drive incremental subscription revenue from the existing customer base. The Expansion SAE is expected to evangelize Informatica by generating additional revenue and business from existing customers. Thus, fueling our growth by strategically right sizing their existing footprint to meet their current needs and upcoming use cases. This role nurtures and owns the expansion relationship within assigned territory and maximizes Informatica's footprint within them for cloud products. Incremental Sales revenue will be driven by customers current consumption of cloud products guided by the present adoption and their future expansion needs. We operate with precision and partnership, driving Net Revenue Retention through targeted expansion motions rooted in real-time usage, predictive insights, and licensing clarity. Nothing is more paramount to us in Informatica than customer success. In this role, an Expansion SAE won't simply sell products. They are expected to analyze the consumption metrics, create account analysis', consult, and listen deeply to understand current and future business needs. Expansion of our existing customer base is backed by collaborative cross-functional teams. Incumbents effectively collaborate with other teams, including Sales, Solution Engineering, Customer Success, Renewals, Marketing, Channel Management, Finance, and Customer Support, as well as external parties such as Alliances and Channel Partners. As this is a consumption-based expansion role, candidates need a thorough understanding of Informatica platform technologies and/or SaaS consumption pricing. Prior Enterprise sales experience within the SaaS ecosystem is must-have experience. This is mainly a remote selling position where minimum travel to the customer's location is expected based on customer needs.

This role will report to the solution sales organization through expansion leadership.

Essential Duties & Responsibilities

• This role is a quota-carrying expansion or incremental sales position.
• Meet and exceed expansion sales goals (quotas) through analyzing consumption metrics, prospecting, qualifying, managing, and closing sales opportunities end to end within the assigned accounts/territory.
• Expand sales within existing accounts while getting connected and building strategic relationships with key decision-makers.
• At this level, incumbents will have expert-level knowledge of selling the company's IDMC products and services.
• Orchestrate the Ecosystem: You work in close partnership with Sales, Customer Success, Solution Engineering, Renewals, Marketing, Partner Alliances, and Services to ensure your team has everything they need to succeed. Cross-company engagement is a core part of how you operate at scale to ensure customer health and a value driven expansion is top of mind.
• Forecast & Report with Precision: You regularly report on individual results pipeline generation, pipeline quality, forecasting and keep executive leadership informed with accuracy and candor.
• Build Pipeline at Scale: You continuously work within your assigned territory to create new pipeline opportunities and drive revenue
• Manage and track customer and transactional information in a Salesforce CPQ CRM system with high accuracy.
• Executive Engagement Skills: Excellent presentation and executive engagement skills you are comfortable in the boardroom and credible with CIOs, CTOs, and C-suite stakeholders
• AI & Data Curiosity: A natural curiosity about the evolving AI and agentic landscape. You stay close to where enterprise AI is heading and equip yourself to credibly connect data and integration strategy to real-world AI outcomes
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Nurture and expand the company's relationship with customer accounts of various sizes. As it's a consumption-based sale, assigned accounts may be high in volume or larger and of the most complex nature. Hence assigned quota will vary.

Knowledge & Skills

• Experience executing sales & expansion strategies with customers including a deep understanding of utilization and consumption models, plays, and importance
• Learn, be familiar with Informatica solutions, positioning, competition, and product suite Internalize Informatica customer success stories and Customer Success systems and processes and understand the current state of regional performance across customer health, retention, and growth metrics
• 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 customers decision-making process, goals, strategies, and business objectives.
• Expert-level presentation, financial/business acumen, and negotiation skills at all levels of customer engagement.
• Knowledge of the enterprise cloud platforms, SaaS, PaaS, and SaaS contracts
• Full functional knowledge of the deployment of software solutions and how consumption metrics drive expansion
• Maintain an understanding of Informatica's subscription and Consumption pricing models to provide customers assistance in the usage/use case-based expansion discussions.
• Negotiate all facets of contracts, adoption, and consumption metrics to develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Complete "big picture" understanding of the business and technical contexts of key accounts to drive departmental use case sales to enterprise-wide expansion sales.
• Fully adept at consultative effectiveness and establishing trust with internal and external customers.

Minimum Requirements

• 3+ years of field sales experience in the SaaS space; minimum 5+ years of relevant professional experience
• Experience within data management software selling.
• A clear track record of success in expanding SaaS subscriptions, demonstrated by overachievement of quota ($1M+ of ARR)
• BA/BS or equivalent educational background, we will consider an equivalent combination of relevant education and experience
• Technical knowledge of Informatica will be added advantage
• Ability to engage technical and business stakeholders
• Mix of business and technical acumen with ability to engage and add value in discussions involving both technology and business strategy
• Passionate about technology, a natural, credible evangelist, and experienced in translating that passion into business impact for customers
• Strong written and oral presentation skills and ability to engage with a spectrum of executives-technical and non-technical from developers, and architects, to C-level
• Previous experience in consulting, open source solutions or with an annual subscription sales model is preferred

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