ACCOUNT EXECUTIVE - Velocity

THE OPPORTUNITY

You will be welcomed into a primary selling role for new business customers’ (the Territory) as an Account Executive. The Account Executive 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. A well-established team of Teradata Consulting 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.  

WHAT DOES SUCCESS LOOK LIKE?

Results and Growth

• ARR growth
• Professional services
• Managed services

HOW DO WE ACHIEVE SUCCESS TOGETHER?

Strategic Prospecting  

• Developing relevant value propositions based on Teradata solutions for your industry segments.
• Qualifying prospects and leveraging our vast toolset to help develop and quantify business initiatives.
• Developing deep industry knowledge working closely our Industry Consultants.
• Building out strong networks understanding market, environment and political issues impacting our customer’s business success.
• Developing a competitive sales strategy that anticipates competitor actions and places Teradata as the best in the market to meet customers tactical and strategic objectives.
• Assisting with defining marketing plans and leveraging our strong inside sales capabilities.

Effective Sales Management

• Building strong relationships IT/CIO/Business Line Managers.
• Advising and influencing key customer influencers especially within the development of business needs, understand their decision criteria, procurement processes and technical capability.
• Executing high-quality discussions with the objective of influencing corporate strategy around Data and Analytics.
• Presenting high quality, professional presentations, and proposal materials.

Account and Opportunity Management

• Capturing and maintaining information in your Account Plans in accordance with the established Account Plan standard.
• Pursuing regular engagement across the extended sales and professional services teams in account planning and execution.
• Effectively utilising resources as required to best exploit available opportunities.
• Maintain internal systems such as Salesforce for pipeline management, forecasting and opportunity planning.
• Accurate forecasting and clear communication of opportunity plans.

Work Experience

• 5 years+ Solutions Sales experience,
• Bachelor’s degree in a business/science related field (Marketing, Sales Management, Science) or equivalent experience.
• Demonstrated results - please outline your quotas / achievements in your application.
• Experience in strategically identifying and successfully engaging net new markets/customers.
• Experience in selling complex technology solutions. E.g. SaaS, Data & Analytics solutions, ERP ware, software, professional services, and technical services.
• Demonstrated success in selling to some of Australia’s largest companies.
• Understanding of and success in a sales environment that requires the creation of capital expenditure plans and budgets.
• Knowledge across Analytics, Business Intelligence, Data Warehousing and Cloud deployment (SaaS…),
• Experience in the Government Sector is highly desired.