The Account Executive is responsible for direct sales (orders and revenue) into both user accounts and new accounts within the Federal Intelligence Agencies (DIA, NGA) or any of the defined 15 agencies making up the IC community. The person is responsible for the profitable sales of Teradata solution portfolio products including software, professional services, hardware and support services. This includes products such as Customer Retention Management Solutions, Campaign Management Solutions, Network Infrastructure Warehouse, Scalable Data Warehousing, Customer Interaction Solutions, Teradata database software, and Object Relational technologies. Specific solutions to be sold depend on industry segment.
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
Play lead role on large, complex selling motions including proposal development, pricing strategy and capture strategy.
Support engagement strategy, including statement of work development and risk assessments.
Articulate linkage between the client's goals, IT plan and architecture, and the business drivers.
Provide thought leadership and build solid relationships with the defined territory.
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 depending on the location of the candidate.
Skills & Attributes
A successful candidate should be driven, creative, a self-starter and strategic thinker. The candidate must possess the ability to lead, advise and advocate for customers.
5+ years experience in selling software & services specifically in the database space. Some technical knowledge of hardware is necessary (other applicable includes ERP sales, Date Transformation sales).
Demonstrated success in sales. 75%+ success record for making sales goals.
Demonstrated success managing a large account relationship.
Demonstrated success developing new account opportunities.
Must be a US Citizen and willing to obtain a TS Clearance
Industry knowledge preferable. This could be obtained from selling into a particular industry or from actually working in a particular industry. Industry Knowledge pertains to ones 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 the SDW/Teradata Solution or Customer Interaction Solution can help the customer.
Experience selling to
US Intelligence Community
Defense Intelligence Agency (DIA)
National Geospatial-Intelligence Agency (NGA)
Previous experience selling data warehouse and business intelligence solutions.
Current and Active US TS/SCI Clearance with Poly
- 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.
Americas-United States-District of Columbia-Washington
AMS Sales & Services
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