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Account Executive Public Sector
2 weeks ago
TERADATA BACKGROUND
Teradata is the cloud data analytics platform company, built for a hybrid multi-cloud reality, solving the most complex data challenges at scale. We help businesses centralize 100% of their data on a connected ecosystem, delivering actionable answers to any question, any time. Only Teradata’s enterprise-grade scalability scales in all dimensions simultaneously so you can handle the massive, cloud-based data workloads of the future, today.
This is a primary selling role for Teradata into existing and new Teradata customer/s (the Territory). This role will be primarily focused on target accounts including but not limit to public sector.
The Account Director is responsible for effectively executing the sales process and managing new business development in the Territory. The role is responsible for maintaining, communicating and executing the sales plan for the Territory across the broader team.
This is a primary selling role that covers support and growth of existing Customers and potentially new Customer acquisition.
INTRODUCTION TO THE ROLE
Teradata seeks to appoint a key team member to assist in building on the successes of the existing sales team, with the aim of expanding its footprint and driving further growth and success.
KEY AREAS OF RESPONSIBILITY
Results and Growth
ACV and ARR Growth goal attainment
Continued capture of relevant data in the Teradata eco-system to enable the introduction of information and value-based business improvement programmes and projects.
Strategic Prospecting
Continuously research the relevant industry segment to be able to develop the value propositions for Teradata solutions,
Utilise a structured approach and Teradata’s qualification tools for identifying and measuring the quality of potential new business initiatives,
Develop an understanding of political relationships and their impact on buying behaviours within the account(s) to determine appropriate sales approaches for each level within the organisation,
Develop a competitive sales strategy that anticipates competitor actions and places Teradata as the best in the market to meet customers tactical and strategic objectives.
Sales call execution
Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns,
Execute high-quality one on one discussions utilising advanced questioning and influencing skills with customer non-IT business leaders. The objective being to influence the corporate strategy regarding the use of Data and Analytics,
Execute high-quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managers,
Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances),
Presenting high quality, professional presentations, and proposal materials.
Account planning
Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard,
Continuously engage the extended sales team in account planning and execution. Effectively utilise resources as required to best exploit available opportunities.
Reporting, Administration and Training
Complete, lock-off and submit a monthly outlook as required based on the Teradata fiscal calendar,
Update Salesforce pipeline-management system tool at least weekly to maintain accurate opportunity forecast,
Complete all assigned Area Ready to Sell (ARS) and other assigned training within the timeframes allotted.
Account and Opportunity Management
Maintain the Account Plan in accordance with the established Account Plan standard,
Within (90 days) of account assignment of each Managed Account, develop and present for sign-off an Account Priorities and Objectives spreadsheet,
Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline Opportunity reviews, the use of the Opportunity Analysis System, and the Bid Review Process,
Work through the sales process with key players in a timely manner to minimize issues in the close of an order and ensure Teradata and customer objectives are met in the agreed timeframe,
Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunities.
EDUCATION & EXPERIENCE REQUIREMENTS
Formal qualification
Bachelor’s degree in a business/science related field (Marketing, Sales Management, computer science) from a reputable university. With minimum grade of V.Good
Work Experience
10 years+ Solutions Sales experience,
Previous experience in the Cross sector Industry,
Experience in both Account Management and growth in large accounts and New Customer wins,
Experience in selling complex technology solutions. E.g. SaaS,
