Account Executive

Requisition Number: 201291

External Description:

TERADATA BACKGROUND

Teradata helps companies get more value from data than any other company. Our big data analytic solutions, integrated marketing applications, and team of experts can help your company gain a sustainable competitive advantage with data. Teradata helps organizations leverage all of their data so they can know more about their customers and business and do more of whats really important. With more than 10,000 professionals in 43 countries, Teradata serves top companies across consumer goods, financial services, retail, healthcare, automotive, communications, travel, hospitality, and more. A future-focused company, Teradata is recognized by media and industry analysts for technological excellence, sustainability, ethics, and business value. For more information visit www.teradata.com

POSITION SUMMARY

This is a primary selling role for Teradata into existing Teradata customers (the Territory). This role will be focused on the Communications and Retail Industries.  

The Solution Sales Specialist 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

The Territory is dramatically accelerating its focus on the more effective use of information and analytical capability in its business. Teradata has had a successful association with this Territory to date and it is essential that we leverage this success to further grow the Territory. 

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.

A well established team of Teradata Professional Services consultants works closely within the account team to generate significant and sustainable consulting services revenues, and to develop strategic initiatives that exploit the value and capabilities of an ever-expanding Teradata Eco-system environment.  

The key to success in this role is understanding the challenges and future direction of the industry segments, how these challenges apply to Teradata's customers and the value achieved for the customer in solving the challenges through solutions from Teradata and its primary partners. It is also key to be able to help the customer develop the business case by focusing on value creation. 

KEY AREAS OF RESPONSIBILITY

1. Results and Growth

• Orders and Revenue 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.

1. Strategic Prospecting  

• Continuously research the relevant industry segment to be able to develop the value propositions for Teradata solutions.
• Utilise a structured approach and Teradatas qualification tools for identifying and measuring the quality of potential new business initiatives.
• Develop understanding of political relationships and their impact on buying behaviours within the account(s) in order to determine appropriate sales approaches for each level within 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.

3.  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 Warehousing.
• 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 

4.   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.

5.  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 in order to maintain accurate opportunity forecast
• Complete all assigned Area Ready to Sell (ARS) and other assigned training within the timeframes allotted.

1. 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 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

• Bachelors degree in a business/science related field (Marketing, Sales Management, Science).

Work Experience

• 10 years + Solutions Sales experience.
• The ideal candidate will have:
  • Previous experience in the retail industry, especially Food and Grocery and some exposure to and understanding of the Communications industry.
  • Demonstrated results - please outline your quotas / achievements in your application.
  • Experience in both Account Management and growth in large accounts and New Customer wins
  • Experience in selling complex technology solutions. Eg. EDW/BI solutions, ERP solutions and bundled hardware, software, professional services and technical services.

Selling Experience

• Experience in selling complex technology solutions. E.g. EDW/BI solutions, ERP solutions and bundled hardware, software, professional services and technical services.
• Understanding of and success in a sales environment that requires creation of capital expenditure plans and budgets.
• Demonstrated success in value-linking and demand creation
• Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis.
• Proven ability in solutions sales environment
• Demonstrated success in proactively prospecting into existing accounts
• Demonstrated success in selling to some of Australias largest companies

Technology experience

• Knowledge across Analytics, Business Intelligence, Data Warehousing and Integrated Marketing Management/CRM
• Experience in the Retail and/or Telco industry in NSW preferred

Planning experience

• High level strategic planning skills.
• Experience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growth.
• Ability to lead complex proposals.
• Proven ability to deliver against demanding targets.

COMPETENCIES/PERSONAL ATTRIBUTES

Skills

• Account Planning and execution.
• Excellent presentation, communication and interpersonal skills.
• Understanding and current use of a consultative questioning model. For example SPIN selling or Challenger
• Competence in professional consultative selling skills such as SPIN questioning 

Ability

• Ability to build trusted relationships with customers that assist with the positioning of Teradata products and solutions
• 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.
• Candour- The ability to have open and effective business conversations with customer senior leaders
• Confidence- The ability to influence others through candidates demeanour and professionalism
• Ability to build trusted relationships with customers that assist with the positioning of Teradata products and solutions

Personal Attributes

• High level of personal integrity.
• Customer focused.
• Result oriented.
• Innovative and resourceful.
• Self-motivated and competitively driven.
• High degree of energy and initiative.
• Resilient and focused
• High degree of empathy and emotional intelligence.

 

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: North Sydney

State: New South Wales

Community / Marketing Title: Account Executive

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.

LinkedIn Remote:

Location_formattedLocationLong: North Sydney, New South Wales AU