Alliances Manager, Federal - (US-VA-Reston - 22096)

Minimum Education: None
Jobcode: L:105441907
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Informatica is the leading provider of data integration and data quality software and solutions. We are a fast paced, rapidly growing enterprise software company. Our talented Alliances team has played a significant role in the remarkable growth the company has experienced through creative strategy and strong execution. In our organization, you will work for the industry leader, in a growing market place with the smartest minds in the business. If you consider yourself a thought leader and want to be a part of the company who is delivering the strategy for successful businesses today, we invite you to take the next step in your career and join us in leading the future. Summary of the Job: Manage the joint sales activity with Informatica’s Strategic Alliance partners in the US Federal & Public Sector markets. The role involves driving strategic engagement with the entire partner ecosystem to increase partner influenced revenue. The Federal & Public Sector partner ecosystem includes Systems Integrators including Lockheed Martin & Northrop Grumman, Accenture, EDS, Bearing Point, Deloitte Consulting, SRA, CSC, & ACS. Compensation to be Revenue and MBO driven. Responsibilities • Identify and drive partner sourced opportunities • Effectively engage and manage the communication between Partners and INFA Direct Sales Teams • Develop joint strategy for key accounts within the key regional and vertical markets • Track and manager joint pipeline with partners in assigned geo’s & verticals • Work with partners to develop joint strategy for expansion into Global 500 accounts • Manage channel conflict with INFA Direct Sales teams • Provide Area VP’s & Regional Sales Managers with Quarterly Alliance performance updates • Work with Global Alliance Managers and Partner Alliance Managers to identify partner presence & strengths within assigned account base Required Experience: 
5-10 years of proven success track record of success in Federal/Public Sector channel / partner sales
Selling at executive level within organizations
Experience in managing Federal & Public Sector selling cycles
Joint account strategy development
Direct sales experience


Skills to include:


Account planning and long term sales pipeline development
Selling of complex products
Selling of solutions
Project management - structured work approach
Resource management
Marketing and promotion skills
Knowledge of delivery capability
Communication skills
Negotiation skills
Creative ability
Consulting skills

Leadership qualities