Major Account Manager

Job description

Due to our relentless growth and continuing success, we are looking for an experienced Major Account Manager with a successful track record of selling enterprise software solutions in the Netherlands. You will be responsible for the commercial relationship and sales strategy with a limited set of major accounts (8-10). A successful candidate will be able to build and manage a virtual team of sales specialists and partners. Successful candidates will be comfortable talking to C-Level business people about business problems and will have a track record of closing large transactions in enterprise level accounts. In this role you will effectively collaborate with other teams, including presales, professional services, marketing, alliance management, finance and customer support, as well as external parties and alliance partners.
Reporting to the Regional Director Benelux, the role covers The Netherlands.
You will lead the major account planning process for each account and drive business development and go-to market activities within each account to achieve annual revenue targets. You will take full responsibility for accurate forecasting, revenue delivery and coordinating the virtual account teams. In addition you will: meet and exceed sales revenue targets for each account, develop and execute a business plan for each account, match the benefits of our client‘s solutions to the business requirements of the account, understand organizational structures and decision making processes en present value propositions to accounts, using strategic partners where required.

Job requirements

Demonstrable track record of software sales to large accounts in The Netherlands;
Minimum 5 years of experience in enterprise software sales;
Determination and a never give up attitude;
Proven account management experience and a track record of building strong business relationships within large accounts;
Experience from structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment etc.;
Commercially astute, with the ability to promote and sell the business benefits of Informatica;
Target driven, possessing passion and a commitment to exceed sales targets, and a proven track record of having done so;
Clear vision on Sales and knows how to bring this across to the client;
Very strong interpersonal skills, with the ability to influence at senior levels within accounts;
Articulate verbally and in writing; a good communicator and presenter;
Fluent in Dutch and English.

Company profile

Our client is the world’s No. 1 provider of data management solutions, in the cloud, on-premise or in a hybrid environment. More than 7,000 organizations around the world turn to our client for data solutions that power their businesses. Due to the developments in Social, Cloud and Mobile computing there is a growing Enterprise demand for their solutions. This generates a positive outlook and a strong market potential. The reputation that they have built over the last 20 years has resulted in the leading position in Gartners Magic Quadrant. With strong leadership on EMEA and regional level in place they are on the brink of the next phase in their growth scenario.


InSearch is an executive search agency, founded in 1998 and specialised in commercial IT positions, ranging from mid-career to senior management, in the Benelux. Our client base varies from disruptive start-ups and scale-ups to billion-dollar multinationals. InSearch stands for a professional approach that leads to the desired results. Our focus, experience, passion and commitment make us a unique and authoritative executive search agency in the IT industry.




Sandy Nagelkerken