Our Team

The Global Deal Strategy and Business Practices Team will provide a strategic infrastructure to support all elements of the Informatica business with a keen focus on providing vital support to our sales teams to help them exceed their targets.

Your Opportunity

As a hire to the North America Deal Strategy Team, you will help enable contract velocity and deal structure guidance, primarily focused on cloud marketplaces (AWS, Microsoft Azure, Google Cloud Platform and Oracle), to help our North America sales team drive revenue. By joining this team, you will have the opportunity to contribute across the full gamut of deal strategy topics, as well as gain exposure to broader sales strategy and operational areas. This position will report to the Director, North America Deal Strategy. You will collaborate and manage related processes and tools, act as the trusted sales guide to execute complex deal structures and terms, think critically and proactively to identify improved processes and approaches, and synthesize information from multiple sources to drive deal execution across all sales verticals and regions.

Responsibilities

Be a key operational interface for Cloud Marketplace programs by partnering with the Cloud Alliances Business Development team.

Understand objectives and deal qualification as well as requirements for Cloud Marketplace programs. Review the Cloud Marketplace Transaction Approval requests submitted by the North America field organization, being a one-touch for the field organization, liaising with cross functional teams involved in the approval process (finance, legal, order management, etc.).
Be a sales advocate and partner to internal organizations to understand contract requirements, structure, business terms and identify potential risks across opportunities.
Work to standardize program requirements globally while recognizing local business practices where necessary and provide enablement back to the field organization.
Develop an in depth understanding of licensing models and recommend contract structures with the Marketplace guidelines to optimize revenue and strengthen co-sell partnerships.
Ensure any additional required approvals are properly obtained and clearly documented if required by Informatica. Ensure that all transactions adhere to internal revenue recognition guidelines and operational guidelines.
Evaluate current processes and offer recommendations for areas of improvement.
Work to help ensure the company obtains its overall goals regarding profitability, margin and market share across Cloud product and service areas.

Preferred Skills

Prior experience working with Cloud Service Provider Marketplaces (AWS, Microsoft Azure, Google Cloud Platform and Oracle)
Familiarity of how cloud marketplace transactions are offered, booked and fulfilled

Qualifications

3+ years of experience in deal strategy or sales support team
Demonstrated ability to work effectively in a team environment with diverse stakeholders across Finance, Sales, Pricing, Legal and drive consensus to meet deadlines

Be "hands on", detail and results oriented and manage multiple tasks against deadlines

Strong organizational and execution skills and ability to manage competing priorities
Viewed as a resource for advice and guidance by peers and senior leadership
Ability to analyze and recommend licensing structures and contract terms
Elaborate understanding of contractual terms in software agreements and comfortable reading legal contract language
Clear and thoughtful communicator with exceptional critical thinking skills
Ability to work in a fast-paced environment
Strong Microsoft Word, Excel, and PowerPoint
Expertise with Salesforce.com
Ideal candidate located in the central or mountain time zone
Bachelor’s degree or equivalent

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