MDM Sales Specialist

We are looking for a MDM Sales Specialist to join our ANZ Specialist Sales team with the role being based in Sydney or Melbourne.

The Sales team plays a vital role not only with regard to revenue generation, but also with Informatica’s reputation in the marketplace.

As a MDM Sales Specialist, you will be responsible for:

• Working with Data Foundation and Core Account Managers and Field Marketing to identify and execute marketing campaigns to create new MDM pipeline.
• Understanding and analysing customer needs and developing business propositions to differentiate and sell the Informatica MDM proposition.
• Preparing and delivering pricing proposals, illustrating Informatica’s business value and benefits.
• Accurate forecast management, providing and maintaining a qualified and up-to-date funnel, reporting to management on a defined, regular basis.
• Building trusted relationships with alliance partners to jointly develop and run business development campaigns.
• Prospecting and identification of sales opportunities through cold calling.
• Following up on leads generated by inside sales, marketing and partners.
• Co-ordinating the full sales process.
• Engaging external and internal resources (including partners and alliances) based on the opportunities identified.
• Communicating Informatica news / product updates to existing customers and prospects.

The ideal candidate will have:

• 8+ years’ experience in software solution sales in the region especially within complex enterprise application solutions and a demonstrable history of high achievement against quota.
• Familiarity with sales methodologies and experience in all stages of software sales cycles.
• Adept at conducting business discovery and running customer workshops to build an in-depth understanding of customer pain and requirements.
• Strong consultative selling skills and experience.
• Proven experience with MDM, PIM, Reference Data Management, Customer Data Platform and other related solutions across the full project lifecycle.
• Knowledge of the MDM Industry trends, marketing and competitors.
• Ability to justify MDM investment to the business.
• Experience selling related complex enterprise software solutions such as ERP, CRM, Martech, eCommerce, or similar would be beneficial.
• Good grasp of Data Governance concepts and approaches.
• Good understanding of business issues / priorities and how technology can resolve them.
• Ability to operate comfortably at C-level within major enterprises and ability to work with regional sales teams to create mutually beneficial solutions.
• Demonstrable experience of business development including direct sales, sales management and alliance management.
• Ability to communicate with both technical and non-technical audience, presenting the relevant aspects of the proposition to the relevant audience.
• Strong negotiation skills.
• Willingness to travel within Australia, dependent on operational requirements.
• Strong virtual team worker.
• Cross-vertical experience.