Expansion Sales Account Executive, Salesforce
Informatica
$83.9-112.3k
Salesforce
Senior and Expert level
Chicago
World's leading CRM provider
Open for applications
World's leading CRM provider
1001+ employees
B2BArtificial IntelligenceEnterpriseInternal toolsLead generationAnalyticsCloud ComputingSales
Open for applications
$83.9-112.3k
Salesforce
Senior and Expert level
Chicago
1001+ employees
B2BArtificial IntelligenceEnterpriseInternal toolsLead generationAnalyticsCloud ComputingSales
Company mission
To empower companies to connect with their customers in a whole new way.
Role
Who you are
- 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 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
- 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
- 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
What the job involves
- 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
- 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
Our take
Salesforce is a global cloud computing company, best known for its on-demand, comprehensive customer relationship management (CRM) solutions. The company was launched to mitigate the doubts that business owners felt regarding third party companies holding their data.
By providing essential, customer-oriented CRM software, Salesforce places itself at the heart of digitised businesses. Furthermore, by building out its AI capabilities, the company removes the complexity of AI, enabling any business to deliver smarter, personalised and more predictive customer experiences.
Due to the continued innovation offered by the company, over 150,000 companies, both big and small, are growing their business with Salesforce today. Despite a tumultuous 2023 filled with activist investors, a boardroom shake-up and the unprecedented step-down of Co-CEO Bret Taylor, Salesforce continues to close several acquisition deals and managed to drive up its stock value by 96% from the end of 2022 to 2023.
Steph
Company Specialist at Welcome to the Jungle
Insights
Top investors
-8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jun 2001
$46.9m
SERIES D
Nov 1999
$13.2m
SERIES C
Total funding: $64.5m
Company benefits
- With 9 standard holidays and four floating holidays, you get a total 13 paid days off each year
Company HQ
SoMa, San Francisco, CA
Leadership
Marc Benioff
(Chair & CEO)Previously Senior Vice President at Oracle Corporation for 13 years.
Parker Harris
(CTO)Previously worked as a Software Engineer for over six years. Harris also co-founded Left Coast Software.
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