Account Executive Defence

3 weeks ago

Canberra, Australia Teradata Full time

What You’ll Do

The Australian Defence Force is accelerating its focus on more effective use of data and analytics to improve business insights and outcomes. This highly strategic focus on “Information Management, Analytics and ML/AI” across agencies, has fueled unprecedented growth and success within Teradata’s Australian Federal Government operations.

In this role, you will have a distinct emphasis on successfully expanding Teradata’s capabilities and ecosystem across the Defence portfolio. To ensure a balanced focus on these areas, specific goals and attractive rewards are attached to the attainment of targets. From a career perspective, this opportunity represents the right company, the right solution, right time, right place, right team. What’s needed is the right person.

Key Responsibility Include

Results and Growth - Orders and Revenue goal attainment, achieve specific Key Sales Objectives within the assigned existing Accounts, continuously build a pipeline of opportunities for services and technology.
Strategic Prospecting and Account Planning - Research the prospective organisations to be able to develop the value proposition for Teradata solutions, utilise a structured approach for identifying and measuring the quality of potential new business, map out the key players in the account and determine sales strategy, understanding of political relationships and their impact on buying behaviors within the prospect account in order to determine appropriate sales approach for each level within the organization.
Reporting, Administration, and Training - Manage weekly cadence activities and additional reporting requirements based on the fiscal calendar, build, and manage pipeline within Salesforce to meet and exceed reporting standards.
Account and Opportunity Management - Develop and maintain a Territory Plan in accordance with the approved templates, to be in place and complete in all areas within three months of start date. Develop and maintain an Account Plan for all Managed Prospects in accordance with the established Account Plan standard.

Who You’ll Work With

You will work closely with the local GTM and broader ANZ teams. In regional and international as required, work with Consulting and Partners to deploy post PoC / PoVs and create supporting proposals as well as you will play a key role in evolving the capabilities of the GTM organization.

10 years + Solutions Sales or closely relevant other experience.
Experience in selling complex technology solutions advantageous, i.e. Data and Analytics, ERP/CRM solutions and bundled hardware, software, professional services and technical services.
Knowledge across Business Intelligence, Data warehousing, Lake and Cloud is preferred.
Defence experience and current relationships essential.
Demonstrated success in building, elevating and nurturing relationships within key prospects resulting in new customer business.
Understanding of and success in a sales environment that requires creation of capital expenditure plans and budgets.

What You’ll Bring

You are customer focus and relationship driven, with an innovative and resourceful mindset. You will bring a high degree of energy and initiative, along with being self-motivated and driven. An Australian Government security clearance or ability to be granted one is essential.

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