Customers for Life Account Partner

Requisition Number: 202219

External Description:

Job: Customer for Life Account Partner

You will be responsible for driving ongoing field awareness and sales execution of Teradata's Managed and Success Services (M&SS) offerings as well as the end-to-end renewal lifecycle for Customer’s in their territory. 

As part of Teradata’s Go-To-Market (GTM) organization, this position will serve as the primary sales expert identifying M&SS opportunities both for new and renewing customers and will partner closely with the Account team to ensure effective field engagement and commercial success. 

 

You will be responsible for managing a territory to business objectives including recurring revenue growth, M&SS growth, on-time renewal execution and outlook accuracy. 

 

You will work with an integrated Account Team focusing on account planning to identify customer needs and business opportunities both in preparation for upcoming renewals as well as mid-term adjustment

 

The role will require you to negotiate terms, SLAs and penalties while managing the solution P&L to business requirements and targets. 

 

PRIMARY RESPONSIBILITIES

• As an integrated member of the customer account team(s), this role is primarily responsible for driving growth and retaining Annual Recurring Revenue (ARR)across Teradata’s business through exceptional sales and renewal execution. This includes building and maintaining strong partnerships with both internal and Customer stakeholders.
• Account planning, prospecting, selling and negotiating are core elements of success in this role.
• This role will focus on:
  • Effective account planning and renewal preparation, leveraging the entire Teradata portfolio to protect and drive ARR growth
  • Renewing Teradata's ARR footprint with existing customers with on-time accuracy and oversight of all contract lifecycle management activities
  • Expanding services into existing accounts to drive further ARR growth
• Positioning an integrated services solution to new customers to drive platform adoption, consumption and overall success
• Develop strong partnerships as a member of the Teradata Account Team to qualify opportunities and position services based upon the Customer’s current business objectives and long-term needs
• Prepare and deliver customer presentations to align with business objectives and ensure common understanding of scope of work and competitive positioning.
• Responsible to develop the full Statement of Work (SOW)/Profit and Loss Statement (P&L) along with managing the bid review process and account plan updates
• Ensure order, revenue and margin growth targets are met, while maintaining accurate revenue/ARR forecast, resource and outlook processes for assigned territories or accounts.

 

REQUIREMENTS AND QUALIFICATIONS

 

• BS/BA degree or equivalent
• Demonstrated sales success managing account relationships and developing new account opportunities
• Ability to work with multiple Customers at the same time including capturing each engagement’s discussions, notes, follow-up, issues, etc.
• 3 years of successful direct sales experience and strong familiarity with cloud services and architectures.
• 5 years of successful direct sales experience with Outsourcing services possibly in the Analytics environment including platform management, Operations and Application Management, scoping (on and off-shore delivery solutions), developing Outcome based SOW with SLA’s/Penalties, and one- time transactional services such as Installation, data migration, BAR setup.
• Ability to work successfully at the intersection of business, technology and services and translate/communicate across both.

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: Tokyo

State: Tokyo

Community / Marketing Title: Customers for Life Account Partner

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: Tokyo, Tokyo JP