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| Please answer all questions honestly. Your answers will be kept strictly confidential. |
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| How long have you worked at Informatica? |
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| How long have you been in your current role? |
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Desired Outcome: Predictable revenue production driven through business planning and execution rhythm.
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Analyze Territory / Account Set
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Analyze Territory / Account Set
Conducts a detailed review and analysis on all accounts annually, and an update review quarterly to identify funded revenue opportunities and “white space” revenue opportunities.
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Analyze Territory / Account Set
Conducts a detailed review and analysis on all accounts annually, and an update review quarterly to identify funded revenue opportunities and “white space” revenue opportunities. |
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Analyze Territory / Account Set
Conducts a detailed review and analysis on all accounts annually, and an update review quarterly to identify funded revenue opportunities and “white space” revenue opportunities.
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Analyze Territory / Account Set
Is able to articulate the long and short-term revenue potential of any account at any time. |
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Analyze Territory / Account Set
Is able to articulate how industry, geographic, or economic trends will influence an account’s revenue potential. |
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Segment and Prioritize Accounts
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Segment and Prioritize Accounts
Creates a prioritized list of accounts and opportunities annually and updates quarterly. |
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Segment and Prioritize Accounts
Uses prioritized account / opportunity list to organize and prioritize sales execution time and efforts. |
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Segment and Prioritize Accounts
Is able to articulate and defend the account/opportunity prioritization in context of the assigned revenue and non-revenue objectives. |
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Educate / Evangelize Vision
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Educate / Evangelize Vision
Develops a detailed marketing awareness plan annually and updates quarterly. |
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Educate / Evangelize Vision
Drives execution of the marketing awareness plan and conducts regular status reviews. |
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Educate / Evangelize Vision
Is able to articulate how the marketing awareness plan supports the achievement of assigned revenue and non-revenue objectives. |
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Analyze Pipeline
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Analyze Pipeline
Conducts bi-weekly pipeline analysis to review coverage and balance, and to identify revenue engine issues. |
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Analyze Pipeline
Maintains a balanced pipeline with adequate coverage based on a rolling quarterly/annual quota. |
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Analyze Pipeline
Uses pipeline analysis results to organize and prioritize sales execution time and efforts. |
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Analyze Pipeline
Develops and executes action plan to address personal sales execution issues identified (e.g. velocity, deal size, etc.). |
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Generate Demand / Manage Pipeline
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Generate Demand / Manage Pipeline
Develops and executes demand generation activities according to pipeline needs. |
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Generate Demand / Manage Pipeline
Is able to articulate how specific demand generation activities will impact pipeline. |
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Forecast / Set Expectations
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Forecast / Set Expecations
Updates system opportunity information regularly. |
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Forecast / Set Expecations
Establishes a predictable rhythm with virtual team members to collect forecast and forecast influence data. |
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Forecast / Set Expecations
Produces forecasts that are complete, on-time and accurate. |
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Forecast / Set Expecations
Regularly produces forecast that is within ± 10% of actual production. |
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Forecast / Set Expecations
Is able to articulate and defend the total forecast including opportunity dependencies and other factors. |
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All Areas / All Activities
Develops and documents overall business plan detailing how revenue and non-revenue objectives will be achieved (includes prioritized account / opportunity list, detailed awareness plan, and pipeline and forecast rhythm plans). |
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All Areas / All Activities
Uses business plan to guide quarterly, monthly, weekly, and daily activities, time and effort. |
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Desired Outcome: Deep account penetration and high customer satisfaction.
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Understand Account
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Understand Account
Creates and maintains a detailed list or “business map” of the account’s business goals, objectives and initiatives. |
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Understand Account
Is able to articulate, at any given time, the long-term vision, business imperatives and fiscal priorities for the account. |
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Understand Account
Is able to articulate the account’s IT and data integration / management maturity with supporting details. |
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Understand Account
Creates and maintains a relevant list or “map” of competitive installations and preferences within the account. |
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Understand Account
Creates and maintains a list or “map” of relevant partners and service providers. |
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Develop Account Plan(s)
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Develop Account Plan(s)
Develops and maintains a detailed account plan outlining the account goals – both long and short-term - and how they will be achieved (includes reference to relevant account’s business goals, IT maturity, relevant competitive landscape, relevant partners / providers, awareness plan, relationship plan, and identified opportunities). |
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Develop Account Plan(s)
Is able to articulate how any individual account-related activity supports the overall account plan. |
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Develop Account Plan(s)
Uses the account plan to organize and prioritize sales execution activities. |
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Develop Account Plan(s)
Develops and maintains a collaborative account plan with key decision makers at the account (for those accounts with a sufficient INFA footprint and relationship). |
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Create Awareness
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Create Awareness
Develops an awareness development plan and executes according to the plan. |
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Create Awareness
Uses account awareness plan to drive execution of awareness activities and resources. |
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Create Awareness
Is able to articulate how any individual marketing or awareness activity supports the awareness development plan. |
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Develop Key Relationships
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Develop Key Relationships
Creates and maintains a detailed “player map” of all relevant account individuals and influencers. |
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Develop Key Relationships
Develops and executes a plan to achieve desired relationship with identified account individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). |
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Identify Opportunities
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Identify Opportunities
Conducts quarterly account “white space” analysis and review. |
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Identify Opportunities
Conducts annual technology “portfolio review” with key account individuals. |
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Identify Opportunities
Is able, at any time, to identify multiple potential revenue opportunities at the account. |
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Identify Opportunities
Is able to articulate the quantified business impact to the account of every potential opportunity. |
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Drive Customer Satisfaction
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Drive Customer Satisfaction
Conducts regular account deployment reviews with key account individuals. |
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Drive Customer Satisfaction
Achieves high customer satisfaction ratings from all account key individuals. |
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Drive Customer Satisfaction
Is able to call on account key individuals to serve as references and/or perform other functions to the benefit of INFA. |
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Desired Outcome: Higher than average win rate with high ROI of revenue vs. cost of sales.
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Qualify Opportunity
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Qualify Opportunity
Uses Insight framework and verifiable outcomes to categorize opportunity and guide opportunity activities.
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Qualify Opportunity
Updates opportunity system information daily with most recent changes. |
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Qualify Opportunity
Conducts qualification exercise on each opportunity for each resource need before allocating resources. |
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Qualify Opportunity
Is able to articulate current opportunity value, competitive situation, compelling event, and timing on any active opportunity at any time. |
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Qualify Opportunity
Accurately predicts resource and time requirements on each opportunity. |
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Develop Opportunity Relationships
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Develop Opportunity Relationships
Creates and maintains a list or “player map” for all relevant opportunity individuals and influencers. |
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Develop Opportunity Relationships
Develops and executes a plan to achieve desired relationship with identified opportunity individuals and influencers (e.g. decision makers, influencers, customer champions, etc.). |
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Engage and Drive Resources
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Engage and Drive Resources
Assembles and motivates a virtual opportunity team of required resources. |
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Engage and Drive Resources
Conducts regular opportunity review and strategy planning sessions with virtual team; updates opportunity win-plan appropriately. |
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Engage and Drive Resources
Develops and executes a joint evaluation plan with the key opportunity individuals. |
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Maximize Opportunity Revenue
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Maximize Opportunity Revenue
Includes revenue expansion discussions in opportunity review and strategy planning sessions in a disciplined way.
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Maximize Opportunity Revenue
Plans for, schedules and executes early negotiating / positioning discussions with key opportunity individuals. |
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Maximize Opportunity Revenue
Is able to articulate, at any time, a compelling customer value proposition tied to customer business impact. |
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Drive to Timely Closure
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Drive to Timely Closure
Maps customer buying cycle and process to INFA sales process and adjusts opportunity win-plan accordingly. |
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Drive to Timely Closure
Engages procurement and legal appropriately according to opportunity win-plan. |
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Drive to Timely Closure
Develops and executes joint close-plan with key opportunity individuals. |
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Drive to Timely Closure
Engages INFA executive resources to accelerate or leverage the customer buying cycle. |
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Drive to Timely Closure
Includes actions to address customer perceived risk in opportunity win-plan. |
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Manage Customer Expectations
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Manage Customer Expectations
Includes deployment / implementation plan as part of joint close-plan in a disciplined way.
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Manage Customer Expectations
Is able to articulate the value of deployment / implementation plan at any time. |
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All Areas / All Activities
Develops and shares a detailed opportunity win-plan (includes opportunity strategy, relationship building plan, negotiating plan, etc.) |
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All Areas / All Activities
Uses opportunity win-plan to guide opportunity activities, time and effort. |
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