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This Solution Sales Director will be focused on the AT&T companies. Primary responsibilities include the establishment of winning sales strategies and driving execution of sales engagements. This person will provide management direction and support (recruit, assimilate, train/develop, coach/counsel, and recognize/reward) for a team of Account Executives and Solution Architects, with national coverage. The AT&T Solution Sales Director is accountable for continuous account planning that drives short-term and long-term growth, growing executive relationships, building Teradata’s platform portfolio and ensuring Teradata’s application and services business are installed across the entire account. Note: These are quota-carrying positions.
Sales Leadership: The ability to motivate and empower a sales team to achieve a common goal. This includes providing a shared vision, modeling the way, and challenging the status quo to champion new initiatives. This competency involves providing clear direction, championing change, influencing others, and creating an environment that fosters professional and personal success.
Executive Relationships: The candidate will possess or have demonstrated experience in building relationships at the CxO and VP level within Fortune 100 Accounts.
Maximize sales across all AT&T business organizations. Develop and/or capitalize on industry knowledge and contacts to uncover business opportunities. Advise, counsel and recommend solutions to sales specialists for presentation to customers on how to meet or address needs.
Utilize team members including post-sale delivery professionals, pre-sale technical professionals and management, to achieve business objectives.
Manage Sales and Business Results: The ability to effectively manage order/revenue generation and business profitability while meeting strategic business objectives. This includes territory design, funnel management, forecasting, resource planning, asset management, and pricing decisions. This also includes an understanding of the meaning and implications of key financial levers that impact overall business performance
Development of Solution Selling Skills and Capabilities: The development of solution selling skills and capabilities within the sales team includes: ability to understand telecommunication, network analytics and emerging electronic and social media; complete a thorough analysis of the customer’s business problem/need, and articulate how our solution will address the business problem/need with a significant return-on-investment for our customer.
Lead Account Executives to effectively advise and influence customers through consultative selling techniques. Advises, intervenes, influences or brings professional or technical expertise to bear on a customer or client group, situation, or organization over which they have no direct authority
This position is working in a virtual office environment, including home office & customer sites. There will be national travel expected because of the numerous offices AT&T has around the United States.
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 managing increasingly complex accounts.
5+ years experience in solution selling.
Experience leading sales teams.
Demonstrated success in sales. 75%+ success record for making sales goals.
Experience in selling and articulating the value of Teradata (or similar) solutions, including products and services, to customers.
BS or BA degree.
Experience growing existing Teradata accounts and winning new Teradata accounts.
- 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.
Global Field Operations
Teradata - 2 years ago
Teradata is a global leader in analytic data platforms, marketing and analytic applications, and consulting services. We help organizations...