This person is responsible for direct sales (orders and revenue) into existing accounts within the US TRANSCOM and the DLA government agencies. This 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 Teradata Data Warehousing, Teradata database software, Financial Management, LDM, Aprimo, Teradata Aster, etc.
Key Areas of Responsibility
Develop new business opportunities and close business in new/unexplored areas of existing account.
Play lead role on large, complex data warehouse selling motions including proposal development, pricing strategy, capture strategy.
Support engagement strategy, including statement of work development and risk assessments.
Assist in the development of new strategies and business requirements to be enabled by data warehousing solutions.
Articulate linkage between the client’s business goals, IT plan and architecture, and the proposed data warehouse architecture and design
Inherit/Own/Grow relationship with existing customer business units within the account.
Capitalize on US TRANSCOM and DLA agency 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 improvement opportunity model.
Work with both existing and new Teradata resellers and industry SI’s to promote growth in existing accounts and develop winning strategies to penetrate new accounts.
Utilize team members including pre-sale technical professionals, post-sale delivery professionals, and management to achieve business objectives.
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.
- Individuals in this role work closely with their customers, sales director, solution sales consultants, industry consultant, pre-sale consultants, professional services and support associates. The ability to develop and coordinate a cross-functional team environment will be critical to the success of this position.
- This position will be primarily virtual, working out of the candidate’s residence and the customer’s location. Considerable time is expected to be spent at the customer’s location. Depending on the associate’s home base, there may be a local office in the area to provide support.
Education and Experience Requirements
BA / BS degree or equivalent experience in a business-related field (Sales, Service, marketing, Communications).
Demonstrated success in sales. 75%+ success record for meeting sales goals.
Demonstrated success managing large account and partnership relationships.
Demonstrated success developing new account opportunities.
Solid understanding of data warehousing and business intelligence.
Ability to leverage partners, direct marketing programs and indirect sales channels to extend sales activity.
Excellent interpersonal, listening, written and oral communications, organizational, and time management skills.
Self-motivated and results-oriented.
Candidates should have
US TRANSCOM, DLA, and other Federal DoD agencies knowledge: Demonstrate the ability to understand the current business problems that face the individual agencies. Emphasis on Logistics, Financial Management, ERP, etc. as it relates to programs that are applicable to government initiatives.
Understanding and knowledge of industry trends as they relate to DoD initiatives, predicting/forecasting possible business problems, and being able to articulate how the DW/Teradata Solution can help the customer.
Experience working with, and developing relationships with Partners, Resellers, and Solution Integrators (SI’s) critical to sales in the DoD markets.
Experience in selling and articulating the value of Professional Services to our customers.
Americas-United States-Missouri-St. Louis
Americas Sales & Services
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