This person is responsible for direct sales (orders and revenue) to new accounts within a defined geographic territory or for a defined account rider in the Travel, Distribution and Transportation industries. The person is responsible for the profitable sales of Teradata solution portfolio products including software, professional services, hardware and support services. Specific solutions to be sold depend on industry segment. This position is based in the southeastern US.
Key Areas of Responsibility:
§ Capitalize on industry knowledge and contacts to uncover business opportunities
§ Effectively advise and influence customers through consultative selling techniques
§ Research the customer environment to be able to populate the business impact model
§ Articulate the solution in terms of ROI to the customer
§ Utilize team members including post-sale delivery professionals, pre-sale technical professionals, and management to achieve business objectives
§ Rely on excellent leadership and interpersonal skills to initiate and maintain executive-level interaction and customer satisfaction
§ Develop new business opportunities and close new account business
§ Close profitable Teradata scalable data warehouse solution business incorporating hardware, software, professional services, and customer services
§ Understand and articulate the value of Teradata Professional Services
- Our total compensation approach includes a competitive base salary, 401(k), strong work/family programs, and medical, dental and disability coverage. Teradata is an Equal Opportunity Employer.
Education and Experience Requirements:
§ Demonstrated success in sales. 75%+ success record for making sales goals.
§ Demonstrated success managing a large account relationship.
§ Demonstrated success closing new account opportunities.
§ Distribution/Logistics industry knowledge is highly desirable. This could be obtained from selling into or working in the Distribution/Logistics industry. Industry knowledge pertains to one’s ability to understand the current business problems that face customers in the industry, staying on top of industry trends, predicting/forecasting possible business problems, and being able to articulate how Teradata Solutions can help the customer solve their business problems and drive significant business value.
§ Experience in selling Enterprise software solutions or applications, preferably leveraging relational database technology. Some technical knowledge of systems hardware is necessary.
§ Experience in selling and articulating the value of Professional Services to customers.
§ Ability to leverage existing business relationships in the industry, in the sales territory and ideally with executives in the assigned prospect accounts is highly desirable.
§ Ability to navigate a complex solution selling environment by creating and executing against a solid account/opportunity plan, with a sense of urgency.
§ BS degree in a business-related field (Marketing, Sales, Management, Communications).
AMS Sales & Services
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