Account Executive Banking

Requisition Number: 200904

External Description:

Job Summary 

The Account Manager will focus on developing a nominated list of emerging target accounts and prospects based on a vertical market territory. He/she will have the primary responsibility for driving the execution of sales engagements within the given industry. The Account Manager will be accountable for continuous account planning that drives medium-term and long-term growth, new customer footprints/applications, territory funnel management, accurate forecasting, field relationships with Partners to expand coverage within the territory and for working with Think Big Analytics to build a sustainable consulting stream. This is a quota carrying position.

Key Responsibilities

Managing the Sales Process:

• Manage sales activities by ensuring sales related activities gain customer commitment, build momentum and accelerate sales cycle.
• Ensure that sales activity, funnel, and revenue commitment tools are properly executed.
• Work through sales process with key players to minimize issues in the close of an order and ensure Teradata and customer objectives are met in the agreed time frame.
• Effectively advise and influence customers through consultative selling techniques and relevant marketing campaigns.

Strategic Account Planning:

• Map out the key players in the customer account and determine sales implementation strategy.
• Research the customer environment to be able to populate the business impact model.
• Understanding of political relationships and their impact on buying behaviors within the customer account in order to determine appropriate sales approach for each level within organization.
• Develop a competitive sales strategy that anticipates competitor actions and places Teradata as the best in the market to meet customer objectives.
• Develop a Partner strategy for targeted accounts.

Planning, Forecasting and Reporting:

• Ensure that forecasting is accurate with regards to the value, timeline of closure and probability of closure.
• Analyze sales activity data, the team's P & L and develop the necessary sales contingency plan to ensure financial profitability and success.
• Utilize a structured approach for identifying and measuring the quality of potential new business.
• Analyze creation of solution offer and proposal development to ensure it promotes value based pricing.

Experience/Skills Requirements:

• More than 5 years + Solutions Sales experience in selling complex technology solutions advantageous, i.e. hardware, software, professional services and technical services in the given industry.
• Knowledge across Business Intelligence, Data warehousing and CRM is preferred.
• Demonstrated success in building, elevating and nurturing relationships within key customer accounts resulting in increased revenue growth.
• High level strategic planning skills.
• Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level, on a regular basis. 
• Ability in selling and articulating solutions sales.
• Ability to lead complex tenders and proposals.
• Ability to deliver on target.
• Ability to travel to and meet with customers within the entire territory is essential.
• Fluent English is a must.

Education

• Bachelor degree in a business related field or IT.
• Master degree will be valued.

Competencies

• Customer focused
• Innovative and resourceful
• High degree of energy and initiative
• Result Oriented
• Self-motivated and competitively driven
• Resilient and focused
• Ability to transform strategy into results
• Ability to work in a rapidly changing, ambiguous and often pressure-filled environment
• Ability to influence, coach and motivate others and promote teamwork
• Excellent presentation, communication and interpersonal skills
• High level of personal integrity
• High degree of empathy and emotional intelligence
• Coaching skills

CountryEEOText_Description:

City: Barcelona

State: Barcelona

Community / Marketing Title: Account Executive Banking

Job Category: Sales

Company Profile:

LinkedIn Remote:

Location_formattedLocationLong: Barcelona, Barcelona ES