Services Account Manager

Location: North Sydney, New South Wales AU

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Requisition Number: 206810

Position Title: Services Account Manager IV

External Description:

SERVICES ACCOUNT MANAGER (SAM)

The Services Account Manager (SAM) is a multi-faceted Managed & Success Services (M&SS) sales and renewal manager.  As part of our Go-To-Market sales organization, this position will serve as the primary pre-sales expert in the managing of services customer relationships, identifying sales/up-sale opportunities and managing/mitigating erosions/cancellations in renewals. 

You will be responsible for managing a geographic territory to the business objectives including Order, Revenue, Margin and renewals.  You will work with an integrated Account Team focusing on account planning to identify customer needs and business opportunities.  You will be viewed as the expert in Teradata’s service solutions and work directly with the Customer to position, scope, and develop winning proposals.  Your role will require you to portray and sell business value, lead the new sales cycle, negotiate terms, SLAs and penalties while also managing perennial sales cycles such as renewals.

PRIMARY RESPONSIBILITIES

Internally

  • As an integrated member of the customer account team(s), this role is primarily responsible for driving growth across Teradata’s business, specifically focusing on the Managed & Success Services and Renewals portfolio. This includes building and maintaining strong partnerships in account planning, positioning, selling and negotiating this portfolio with customers.  In doing this, this role will focus on:
    • Expanding services into existing services accounts to drive further growth,
    • Positioning new services with customers who may not already be consumers (new customer or existing),
    • Leveraging the entire ecosystem during renewal planning/uplift discussions and execution
  • Responsible to serve as the Subject Matter Expert during the development of territory or account strategies to ensure offers enable maximum business value realization, drive customer satisfaction, consumption and mitigate erosions/cancellations through M&SS Services portfolio and beyond.

 Externally / Sales Cycle

  • Build in-person and quality customer relationships with existing and prospect customers for the portfolio, doing so through/with the account team.
  • Prepare and deliver customer presentations to align with business objectives and ensure common understanding of scope of work and competitive positioning.
  • Prepare and develop the full Business Outcomes, Statement of Work (SOW), Profit and Loss Statement (P&L), manage bid review process. and account plan updates across the entire customer ecosystem.    
  • Ensure revenue and margin growth targets are met. Lead revenue/ARR forecast, resource and outlook processes for assigned territories or accounts.
  • Own the renewals cycle for the portfolio, both with straight forward renewals as well as being able to develop ‘save plans’ for potential erosions/cancellations. 

DESIRED EXPERIENCE AND QUALIFICATIONS 

  • Demonstrated experience in 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.
  • Experience and familiarity with cloud services and architectures.
  • Experience with Outsourcing services for Platform, Operations and Application Management
  • Outsourcing experience leading the positioning, scoping (on and off-shore solutions) and developing Outcome based SOW with SLA’s/Penalties
  • Experience in data warehousing architectures and solutions.
  • Familiarity with industry standard methodologies and tools.
  • Ability to work successfully at the intersection of business and technology and translate/communicate across both.
  • Fluent in MS Excel, must be able to navigate detailed P&L modeling worksheets, project and calculate prospective margins, and be savvy in making trade-offs within the offer to optimize gross margin.
  • Presence: enthusiastic and high energy, but also poised, confident and extremely professional.
  • Innovative and assertive, with the ability to pick up new technologies and assess situations quickly.
  • Basic knowledge of and experience with large-scale database technologies (e.g. Netezza, Oracle, Exadata, Teradata, etc.)
  • Experience with support, managed services and transaction services including installation, project and contract management, data migration, backup and recovery, business continuity and software implementation
  • Strong commercial and business acumen and analytical abilities.
  • Demonstrate personal and professional values consistent with Teradata’s values.
  • Be highly collaborative, organized, detail oriented and a stickler for accuracy

Services Account Manager

The Services Account Manager (SAM) is 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. 

The SAM will be responsible for managing a territory to business objectives including recurring revenue growth, M&SS growth, on-time renewal execution and outlook accuracy.  They 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 adjustments.  The SAM is responsible for being the expert in Teradata’s ARR renewal strategy and M&SS solutions and works directly with the Customer to position, scope, and develop standard and custom proposals. 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 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 M&SS 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 Managed and Success Srvices 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 Customer Account Team to qualify opportunities and position Managed & Success Services based upon the Customer’s current business objectives and long-term needs
  • This includes MS&SS solution development for customer’s complete Analytical Environment including Third-Party solutions for BI/DI/Open Source and Applications for both On Premise and Cloud, as well as
    • Platform Maintenance, Installation, and Implementation Services
    • End to End platform management/support including services SLA Management
    • Ongoing Analytic Operations and Application Sustainment
  • 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), manage bid review process and account plan updates across the entire customer ecosystem.    
  • Ensure order, revenue and margin growth targets are met. Lead with accuracy revenue/ARR forecast, resource and outlook processes for assigned territories or accounts.
  • Lead account team field enablement from deployment and field education perspective

 MINIMUM 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 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.
  • Presence: enthusiastic and high energy, but also poised, confident and extremely professional.
  • Innovative and assertive, with the ability to pick up new technologies and assess situations quickly.
  • Fluent in the following tools:
    • Salesforce, Excel, PowerPoint, SharePoint
    • ERP, Install Base and Contract Lifecycle Management solutions
    • ITIL certification desired
    • Knowledge of ServiceNow and other competitive ITSM tools  
    • Background in DevOps, Kanban and Agile Development and Sustainment desired
  • Advanced interpersonal, listening and communication skills, including presentation and facilitation skills, and a track record of effectively communicating with and influencing at all levels
  • Must possess excellent verbal and written communication skills.
  • Proven project and time management skills with ability to thrive in a fast-paced, team environment and handle multiple tasks simultaneously.
  • Demonstrate personal and professional values consistent with Teradata’s values.
  • Be highly collaborative, organized, detail oriented and a stickler for accuracy

 

CountryEEOText_Description:

City: North Sydney

State: New South Wales

Community / Marketing Title: Services Account Manager

Job Category: Sales

Company Profile:

With all the investments made in analytics, it’s time to stop buying into partial solutions that overpromise and underdeliver. It’s time to invest in answers. Only Teradata leverages all of the data, all of the time, so that customers can analyze anything, deploy anywhere, and deliver analytics that matter most to them. And we do it at scale, on-premises, in the Cloud, or anywhere in between.

We call this Pervasive Data Intelligence. It’s the answer to the complexity, cost, and inadequacy of today’s analytics. And it's the way Teradata transforms how businesses work and people live through the power of data throughout the world. Join us and help create the era of Pervasive Data Intelligence.

Location_formattedLocationLong: North Sydney, New South Wales AU

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