China Sales Director

Role:

Teradata is seeking to hire a Sales Director, China, who will be responsible for top-line growth across all key financial markets in the region. The Sales Director has a direct reporting relationship to the Area VP, Greater China Area. He / She will be responsible for the business and P&L in the geographic area, executing on Teradata’s strategies and providing effective change management within their area of responsibility. The Sales Director will foster a winning sales culture and is directly accountable for driving new revenue growth and profitability of the business in the Area. The Sales Director will work from Teradata’s Beijing office and the role will encompass: US$50 million of revenue and manage 20+ Account Executives.

Why is this role important and what impact will it have?

Sales Leadership:

·         Ability to motivate and empower a sales team to achieve a common goal. This includes providing a shared vision, modelling the way, and challenging the status quo to champion new initiatives. This competency involves providing clear direction and creating an environment that fosters professional and personal success.

·         Sales Coaching and Development: The ability to individually coach, mentor and develop sales associates to enhance their performance on both sales skills and selling strategy. Also, to evaluate performance and provide individual mentoring and development plans.

Client Centricity & Solution Based Selling:

·         Focus on driving new customer footprints through solution-led sales, developing local relationships with Partners to expand the firm’s coverage of territories and/or solution portfolio and building sustainable Enterprise Data Consulting and Analytical Business Consulting streams.

Managing Business Results:

·         Ability to effectively manage order/revenue generation and business profitability while meeting strategic business objectives. This includes territory design, demand creation, funnel management, forecasting, resource planning, asset management, consulting business development and optimization, pricing decisions and expense control.

·         A keen understanding of the meaning and implications of key financial levers that impact overall business performance.

Key Responsibilities:

·         Lead the Sales organization as well working closely with supporting organizations in Business Consulting, Advanced Analytics and Cloud/On Premise solutions.

·         Manage, foster and grow relationships at the executive level with high visibility key clients.

·         Develop and build the Sales business plan for the country providing focus in the development of capabilities, including recruiting, investment decisions, pricing, and coaching others in professional development.

·         Develop strategies and offerings that are relevant to Teradata prospects and allows the organization to evolve ahead of changes in business conditions.

·         Develop long-term strategic relationships with key prospects, industry partners, and external organizations.

·         Facilitate a work environment that enables the recruitment, development and retention of top talent as a means to drive revenue growth and increased profitability.

Work Environment:

·         Routinely interface with Sales and Consulting Services Leadership Team (e.g. Consulting Services Managing Partners, Business Consultants, Solution Center Director/Consultants, Pricing and Executives).

·         Partner with Human Resources, Learning, Marketing/Communications, and Finance & Accounting Managers/Consultants.

·         Ability to work in and lead in a teaming environment is essential.

·         Strong interpersonal relationship skills are required to gain common ground with customers, prospects, fellow team members, and partners.

·         Ability to coordinate all necessary internal resources is critical.

The Person:

·         The right person for this role will be practical, pragmatic, driven and resilient with high emotional intelligence.

·         They will be confident, ambitious, highly professional and visible.

·         This person must be able to interact easily at all levels.

·         The candidate will be positive, dynamic, and enthusiastic – someone who is capable of maintaining a high level of energy and team spirit.

·         The right person for this role will have a high learning agility.

·         The individual that is chosen for this role must have satisfactory English and Mandarin language skills, as well as an ability to communicate well with upward management, with peers, and with the team that he / she manages.

Leadership Characteristics:

·         Understanding the Business - knows the business and the mission-critical technical and functional skills needed to do the job; understands various types of business propositions and understands how businesses operate in general; learns new methods and technologies easily

·         Making Complex Decisions – can solve even the toughest and most complex of problems; great at gleaning meaning from whatever data is available; is a quick study of the new and different; adds personal wisdom and experience to come to the best conclusion and solution, given the situation; uses multiple problem-solving tools and techniques

·         Getting Organized - is well organized and resourceful; effective and efficient at marshalling multiple resources to get things done; lays out tasks in sufficient detail to mark the trail; is able to get things done with less and in less time; can work on multiple tasks at once without losing track; foresees and plans around obstacles

·         Dealing with Trouble - fearlessly takes on all issues, challenges, and people; comfortably confronts and works through conflict; delivers negative feedback and messages without hesitation; deals promptly and fairly with problem performers; lets everyone know where they stand; thrives in crises and is energized by tough challenges; not afraid to make negative decisions and take tough action; challenges the status quo

·         Focusing on Action and Outcomes - attacks everything with drive and energy with an eye on the bottom line; not afraid to initiate action before all the facts are known; drives to finish everything he/she starts

·         Being Organizationally Savvy - manoeuvres well to get things done; maze bright; knows where to go to get what he/she needs; politically aware and agile; knows the right thing to do; presents views and arguments well

·         Inspiring Others-skilled at getting individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skilfully to achieve a fair outcome or promote a common cause; communicates in a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams; understands what motivates different people

·         Acting with Ethics, Honor and Character - Is a person of high character; is consistent and acts in line with a clear and visible set of values and beliefs; deals and talks straight; walks his/her talk; is direct and truthful but at the same time can keep confidences

·         Being Open and Receptive -at ease and relaxed; easy to talk to and get to know; listens attentively; is an open book; has a positive sense of humor; deals calmly with stress and gives people a chance to catch up

Requirements:

Ø  Minimum of 12-15 years of general Management experience with at least 10 of those years being in Sales Management positions (training / development / performance management of sales/consulting teams…)

Ø  Longevity of career within one company is extremely important.

Ø  Demonstrated success in managing large account relationships and developing new account opportunities.

Ø  Demonstrated success in managing a successful business and P&L, supported by a track record of accomplishments.

Ø  Experience working for a “Best in Class” organization is preferred.

Ø  Hands-on management experience in a number of disciplines, such as SW Development, IT and Systems Development, Sales, Marketing, Operations, or Financial Management, with proven ability to integrate plans would be highly desirable in order to be considered for future potential succession planning opportunities.

Location:

Ø  Position will be located in our Beijing, China location.

Ø  Relocation will not be offered at this time.