Key Areas of Responsibility 

• Responsible for setting and maintaining the account strategy for the overall engagement with the client. 
• Understands the clients’ key business initiatives, areas of concern, technology stack, and competitive environment. 
• With this knowledge, recognizes how Teradata solutions could be applied and can articulate the value of these solutions. 
• Manages the selling process across all areas of the business and closes sales of hardware, software, and services 
• Leads the direction for the account team; responsible for account planning, business development meetings, managing the selling process and closing sales opportunities.
• Engages with internal resources to bring in expertise and specialized sales resources as needed 
• Builds and manages relationships with client decision makers including but not limited to the C-suite 
• Coordinates team engagement with client, mapping each resource to most valuable opportunities and serves as an escalation point for high priority client issues 
• Maintains knowledge of Teradata products and solutions as well as competitive offerings 
• Coaches and lead Solution Architects and Professional Service team 

Qualifications 

• A Bachelor’s Degree required 
• Successful track record of up-selling to existing customers and prior sales experience with large, complex enterprise customers 
•  Significant technical and industry knowledge in order to drive sales conversations with both IT and business decision makers 
• Awareness and comprehension of the latest advanced analytics techniques and how they apply to business decisions 
• Customer relationship management experience, particularly at the Executive level 
• Proven skills in effectively managing and developing relevant messaging for business buyers 
• Ability to apply critical thinking to develop and solve business challenges 
• Prior experience in managing sensitive and highly political environments; balancing the needs of the customer while ensuring the business remains profitable 
• Ability to effectively prioritize key activities and delegate as needed 
• Industry knowledge- providing Innovative and creative capabilities in industry leading solution strategies and predicting/forecasting possible business problems