Account Executive

**POSITION**: Account Executive ( India)

**LOCATION**: Gurgaon
TERADATA BACKGROUND

Teradata offers powerful, enterprise analytic technologies and services. Companies use Teradata solutions to get a single, integrated view of their business so they can make better, faster decisions that drive profitability and growth.

Companies can leverage this integrated view to identify opportunities to increase revenues, decrease costs, and improve relationships. At the same time, Teradata solutions are more cost efficient, simpler to manage and capable of growing with the needs of the business.

This is a quota carrying position and is the primary selling role for Teradata in India. The Solution Sales Specialist is responsible for effectively executing the sales process and managing new business development in the Territory. The role is responsible for maintaining, communicating and executing the sales plan for the Territory across the broader team.

INTRODUCTION TO THE ROLE

The Territory is dramatically accelerating its focus on the more effective use of information and analytical capability in its business. Teradata has had a long and successful history with this Territory and it is essential that we leverage this success to further grow the Territory.

A well established team of Teradata Professional Services consultants works closely within the account team to generate significant and sustainable consulting services revenues, and to develop strategic initiatives that exploit the value and capabilities of an ever-expanding Teradata EDW.

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 EDW footprint and driving further growth and success.

KEY AREAS OF RESPONSIBILITY

R esults and Growth

Orders and Revenue goal attainment

Continued capture of relevant data in the EDW environment(s) to enable the introduction of information-based business improvement programmes and projects.

Strategic Prospecting

Continuously research the global Government market to be able to develop the value propositions for Teradata solutions.

Utilise a structured approach and Teradata’s qualification tools for identifying and measuring the quality of potential new business initiatives.

Proactively prospect in the Territory using the phone and other activities to create appointments at each management level, including Managing Director/CEO level. Map out the key players for potential new business initiatives and determine/document appropriate sales strategy/ies.

Develop understanding of political relationships and their impact on buying behaviours within the account in order to determine appropriate sales approach for each level within organisation.

Develop a competitive sales strategy that anticipates competitor actions and places Teradata as the best in the market to meet customer objectives.

3. Sales call execution

Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns.

Execute high quality one on one discussions utilising advanced questioning and influencing skills with customer non-IT business leaders. The objective being to influence the corporate strategy regarding the use of Data Warehousing.

Execute high quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managers.

Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances).

Presenting high quality, professional presentations and proposal materials

Account planning

Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard.

Continuously engage the extended sales team in account planning and execution. Effectively utilise resources as required to best exploit available opportunities.

Reporting, Administration and Training

Complete, lock-off and submit a monthly outlook as required based on the Teradata fiscal calendar.

Update TEAM pipeline-management system tool weekly in order to maintain accurate opportunity forecast

Complete all assigned Area Ready to Sell (ARS) and other assigned training within the timeframes allotted.

Account and Opportunity Management

Maintain the Account Plan in accordance with the established Account Plan standard.

Within (180 days) of account assignment of each Managed Account, develop and present for sign-off an Account Priorities and Objectives spreadsheet.

Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline Opportunity reviews, the use of the Opportunity Analysis System, and the Bid Review Process.

Work through sales process with key players in a timely manner to minimi