Account Director (Insurance)

Requisition Number: 200900

External Description:

About Teradata and the Role
Teradata supports the world’s leaders in their industries, including the largest and most complex banks and insurance companies.

Our clients continuously challenge us with interesting projects that unlock new insights from their data. We recognise that to realise the business value from this insight it is critical to articulate how the insight can impact business processes and can be operationalised to deliver sustainable results.

We are looking for an experienced Account Director to focus on developing large, complex accounts in the Insurance sector. This is a quota carrying position, with compensation based on achievement of a revenue target for all Teradata products and services.

The successful candidate will:
• Have a track record developing strategic account plans based on researching the customer environment, industry trends and key trigger events to understand the issues and opportunities for Teradata solutions.
• Have a structured approach to selling - building relationships with key players in the customer account, understanding needs and determining sales strategy with messaging tailored for each stakeholder.
• Understand political relationships and their impact on buying behaviours within the customer account, to determine appropriate sales approach for each level within organisation and navigate the buying cycle to accelerate commitment.
• Understand the competitive landscape and create winning strategies against competition.
• Manage sales activities by ensuring sales related activities gain customer commitment, build momentum and sales cycles.
• Effectively advise and influence customers through consultative selling techniques and relevant marketing campaigns.
• Manage, coach and motivate a virtual team of industry and technical expertise to maximise credibility within the customer.
• Build credibility as the escalation point for all account issues during the sales campaign and during implementation.
• Communicate with and escalate to Teradata senior management on key topics concerning the opportunities and threats within the account.
• Ensure that forecasting is accurate with regards to the value, timeline of closure and probability of closure.

Experience/Skills Requirements
We are seeking sales talent with a first-rate work ethic and the candidate must be able to demonstrate success over a number of years with long running complex sales cycles.
• Experience in selling complex technology solutions, i.e. a combination of hardware, software, professional services for implementation and services for support and maintenance tailored to address customer issues.
• Typical recent sales experience will involve selling to multiple departments, multiple levels within a company over a sustained period measured in years not months. Our sales campaigns usually touch both business and IT so a candidate must be comfortable in both areas and be prepared to learn a complex set of technologies to an appropriate level.
• Candidates must be able to demonstrate that they have experience in leading a team of technical, business and managerial resource over the entire sales cycle from planning through to execution of the order and post-sales support. They must demonstrate an ability to influence, coach, motivate and inform others and promote teamwork.
• Proven customer relationship skills, and experience working with customers at Executive/Director level, on a regular basis. Candidates will be expected to reference senior executives they interact with.
• Candidates will be comfortable working in a virtual environment and must be able to demonstrate high energy and motivation.
• Excellent presentation, communication and interpersonal skills must be demonstrated throughout the selection process for this role.
• Ideally the candidate will have knowledge of the Business Intelligence, Data Warehouse or Data Base Management System marketplace.
• The candidate’s education must demonstrate an intellectual capability that will have provided the foundation for demonstrable success since leaving a formal education environment.

 

CountryEEOText_Description: Why We Think You’ll Love Teradata We prioritize a people-first culture because we know our people are at the very heart of our success. We embrace a flexible work model because we trust our people to make decisions about how, when, and where they work. We focus on well-being because we care about our people and their ability to thrive both personally and professionally. We are an anti-racist company because our dedication to Diversity, Equity, and Inclusion is more than a statement. It is a deep commitment to doing the work to foster an equitable environment that celebrates people for all of who they are.

City: London

State: Greater London

Community / Marketing Title: Account Director (Insurance)

Job Category: Sales

Company Profile:

Our Company

At Teradata, we believe that people thrive when empowered with better information. That’s why we built the most complete cloud analytics and data platform for AI. By delivering harmonized data, trusted AI, and faster innovation, we uplift and empower our customers—and our customers’ customers—to make better, more confident decisions. The world’s top companies across every major industry trust Teradata to improve business performance, enrich customer experiences, and fully integrate data across the enterprise.

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Location_formattedLocationLong: London, Greater London GB