We are looking for an experienced Account Director to focus on developing large, complex accounts in the Financial Services sector. This is a quota carrying position, with compensation based on achievement of a revenue target for all Teradata products and services.
The successful candidate will
Have a track record developing strategic account plans based on researching the customer environment, industry trends and key trigger events to understand the issues and opportunities for Teradata solutions.
Have a structured approach to selling - building relationships with key players in the customer account, understanding needs and determining sales strategy with messaging tailored for each stakeholder.
Understand political relationships and their impact on buying behaviours within the customer account, to determine appropriate sales approach for each level within organisation and navigate the buying cycle to accelerate commitment.
Understand the competitive landscape and create winning strategies against competition.
Manage sales activities by ensuring sales related activities gain customer commitment, build momentum and sales cycles.
Effectively advise and influence customers through consultative selling techniques and relevant marketing campaigns.
Manage, coach and motivate a virtual team of industry and technical expertise to maximise credibility within the customer.
Build credibility as the escalation point for all account issues during the sales campaign and during implementation.
Communicate with and escalate to Teradata senior management on key topics concerning the opportunities and threats within the account.
Ensure that forecasting is accurate with regards to the value, timeline of closure and probability of closure.
Experience/Skills Requirements
We are seeking sales talent with a first rate work ethic and the candidate must be able to demonstrate success over a number of years with long running complex sales cycles.
Experience in selling complex technology solutions, i.e. a combination of hardware, software, professional services for implementation and services for support and maintenance tailored to address customer issues.
Typical recent sales experience will involve selling to multiple departments, multiple levels within a company over a sustained period measured in years not months. Our sales campaigns usually touch both business and IT so a candidate must be comfortable in both areas and be prepared to learn a complex set of technologies to an appropriate level.
Candidates must be able to demonstrate that they have experience in leading a team of technical, business and managerial resource over the entire sales cycle from planning through to execution of the order and post-sales support. They must demonstrate an ability to influence, coach, motivate and inform others and promote teamwork.
Proven customer relationship skills, and experience working with customers at Executive/Director level, on a regular basis. Candidates will be expected to reference senior executives they interact with.
Candidates will be comfortable working in a virtual environment and must be able to demonstrate high energy and motivation.
Excellent presentation, communication and interpersonal skills must be demonstrated throughout the selection process for this role.
Ideally the candidate will have knowledge of the Business Intelligence, Data Warehouse or Data Base Management System marketplace.
The candidate’s education must demonstrate an intellectual capability that will have provided the foundation for demonstrable success since leaving a formal education environment.
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