Solution Architect, AIK (ASEAN, India, Korea)

Build Your Career at Informatica We're looking for a diverse group of collaborators who believe data has the power to improve society. Adventurous, work-from-anywhere minds who value solving some of the world's most challenging problems. Here, employees are encouraged to push their boldest ideas forward, united by a passion to create a world where data improves the quality of life for people and businesses everywhere. We're looking for a Solution Architect to join our regional Specialist Sales team. The role is for a seasoned technical sales leader with extensive experience in the data governance domain, solving critical business issues, use cases and positioning solutions looking outside-in, to join our team in Singapore where our offices are located. You will report to the Director, Technical Sales, APAC. This role is working acrossASEAN India and Koreaidentifying and developing new technical opportunities and supporting the local sales teams with expert knowledge and solution sales capability. As well as exploring new business, deal opportunities may be handled in conjunction with regional Account Executives. Our Ideal Candidate You are motivated and eager to expand sales within existing and new accounts. You will evangelise the benefits and business value that data governance can bring to organizations, and develop relationships with key decision makers. You consistently apply clear performance standards and handle problems decisively and objectively, while providing sound guidance and assistance to improve the system. You are comfortable taking responsibility for all aspects of the sales cycle including pipeline generation via direct marketing activities, working with partners, creating compelling value propositions and commercial offers, as well as closing deals. In addition, you have the following attributes:

• You have direct responsibility to execute solution sale cycles and achieve/exceed quota both annually and on a quarter-by-quarter basis. Using Salesforce.com, you’ll manage, track and report on your activity and provide accurate business forecast at the close of each quarter.
• Work with Account Managers and Field Marketing to identify and execute marketing campaigns to create new Data Governance pipeline.
• Understand and analyse customer needs and develop business propositions to differentiate and sell the Informatica Data Governance proposition.
• Prepare and deliver pricing proposals, illustrating Informatica benefits.
• Accurate forecast management, providing and maintaining a qualified and up to date funnel, reporting to management on a defined, regular basis.
• Build trusted relationships with alliance partners to jointly develop and run business development campaigns
• Prospecting and identification of sales opportunities through cold calling.
• Follow up on leads generated by inside sales, marketing and partners.
• Co-ordination of the full sales process.
• Engagement of external and internal resources (including partners and alliances) based on the opportunities identified.
• Communication of Informatica news / product updates to existing customers and prospects.
• A strong background and network in the region with the Information Management space.

• Many years’ experience in software solution sales across ASEAN, India and Korea territories and a demonstrable history of high achievement against quota.

• Strong understanding of solution concepts such as data quality, data protection, data privacy, master data management, data quality, data integration, data analytics, business intelligence and exposure to cloud technologies.
• Ability to engage with business and data professionals to understand the organizational challenges and strategy in order to tailor solutions based on Informatica’s Cloud platform
• 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
• Knowledge of data solution trends, and competitors.
• Strong grasp of concepts and approaches, and how to position solutions to organisation regardless of them just starting out on their data governance journey, or if they are mature best in class data governance organization.
• 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.
• Experience selling related enterprise data solutions would be be beneficial.
• Demonstrable experience of business development including direct sales, sales management and alliance management.
• Familiarity with sales methodologies and experience in all stages of software sales cycles.
• 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 where required, dependent on operational requirements.
• Strong virtual team worker.
• Cross-vertical experience