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The Sr. Account Executive is responsible for the direct sales of enterprise software, hardware, analytical solutions, consulting and managed services into Wells Fargo Bank. This position requires knowledge of the enterprise analytics solution industry including data warehouse and big data solutions to strategically position Teradata’s advantages against the competition. The AE is responsible for the profitable sales of products and services including the Teradata Enterprise Data Warehouse, Teradata Appliance Family, Aster Data SQL-MapReduce platform, Aprimo Integrated Marketing Management applications, Logical Data Models, related technologies Business and Technology Consulting Customer Services. Successful Account Executives are client focused, action oriented, team players that put clients first and are determined to deliver business improvement and value.
Wells Fargo is one of Teradata’s most strategic relationships and this is a critical sales role on the account team responsible for continued business growth
Drive new executive and influencer relationships across multiple geographies and business units in the complex Wells Fargo organization
Capitalize on industry knowledge and contacts to uncover business opportunities
Effectively advise and influence customers through consultative selling techniques
Articulate the Teradata technology and Professional Services solution value in terms of ROI to the customer
Utilize team members including post-sale delivery professionals, pre-sale technical professionals, sales peers, R&D and management to achieve business objectives
Rely on excellent leadership and interpersonal skills to drive and manage all aspects of complex sales campaign
Close profitable Teradata scalable data warehouse solution business incorporating hardware, software, professional services, and customer services
Development and execution of an account plan consisting of demand creation and relationship management objectives
This position is working in a virtual office environment, including home office & customer site. A combination of independent work and team collaboration will be required. Travel is also expected.
Skills & Attributes
A successful candidate should be well organized, professional, driven, creative, team player, a self-starter, motivated and strategic thinker. The candidate must possess the ability to lead, advise and advocate for customers. The candidate must have the desire and confidence to compete for large, highly visible, strategic opportunities.
Minimum 7 years of experience in selling software, professional services and customer support services. Some technical knowledge of software and hardware is necessary (other applicable includes ERP sales, SaaS, BI,).
Demonstrated success in sales. 75%+ success record for making sales goals.
Demonstrated success managing a large account relationship.
Demonstrated success developing strategic target set of new accounts from prospect to close.
Experience selling at the executive level of Fortune 500.
Experience working with Wells Fargo and existing relationships within the account
Financial Services Industry experience – i.e. mortgage, investment management, investment banking, payments, risk management, commercial banking, credit card, fraud. This could have be obtained from experience selling products or services into the financial services industry or working in the industry. Industry knowledge is important 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 further leverage of data can help the customer.
Experience driving multi-layered complex but rewarding sales campaigns in large accounts.
Previous experience selling business or technology consulting services and solutions focused on big data (Hadoop), data warehouse, data integration, business intelligence (BI) or analytics.
Americas Sales & Services
Trillions of bytes of data don't faze Teradata. The company designs and implements enterprise data warehousing systems that store and...