Account Executive

Account Executive - Dept. of Home Affairs

This is a quota carrying position and is the primary selling role in the Solutions model. The Solution Sales Specialist is responsible for effectively executing the sales process and managing new business development in large corporations and government.

The role

The Australian Commonwealth Government is dramatically accelerating its focus on more effective use of information and analytics to improve outcomes. This highly strategic focus on “Information Management” and Analytics in the “Citizen Focused” agencies, has fueled unprecedented growth and success within Teradata’s Australian Federal Government operations.

Very significant Teradata systems are present across Australian Government agencies. A well-established team of Canberra-based Teradata Professional Services consultants generates significant and sustainable consulting services revenues and has established Teradata’s credibility as an expert partner to its client agencies within the Australian Federal Government.

Teradata seeks to appoint a new and key team member to assist in building on the successes of the existing team, with the aim of expanding the client base and driving further growth and success particularly in ATO, and other Tier two agencies.

The role will have a distinct emphasis on successfully managing a Portfolio of accounts with incumbency and new opportunities. 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

Results and Growth

Orders and Revenue goal attainment.
Achieve specific Key Sales Objectives within the assigned existing Account.
Continuously build a pipeline of opportunities for services and technology.

Strategic Prospecting and Account Planning

Research the prospective organizations to be able to develop the value proposition for Teradata solutions.
Utilize 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.
Develop a competitive sales strategy that anticipates competitor actions and places Teradata as the best in the market to meet customer objectives.
Effectively advise and influence prospects through consultative selling techniques and relevant marketing campaigns.
Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard.

Reporting, Administration, and Training

Complete, lock-off and submit a monthly outlook as required 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 for the assigned New Business Territory in accordance with the established Territory Plan template. Territory Plan 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. Account Plan to be in place and complete in all areas within three months of account assignment.
Within (180 days) of account assignment of each Managed Account, develop and present for sign-off an Account Priorities and Objectives plan.
Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Opportunity reviews, the use of the Opportunity Analysis System, and the Bid Review Process.

Work through the sales process with key players to minimize issues in the close of an order and ensure Teradata and customer objectives are met in the agreed timeframe.

Education & experience requirements

10 years + Solutions Sales or closely relevant other experience.
Experience in selling complex technology solutions advantageous, i.e. ERP solutions and bundled hardware, software, professional services and technical services.
Knowledge across Business Intelligence, Data warehousing and CRM is preferred.
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.
Demonstrated success in value-linking and demand creation.
High level strategic planning skills.
Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level, on a regular basis.
Proven ability in solutions sales environment.
Ability to lead complex tenders and proposals.