Teradata Account Executive Banking in Barcelona, Spain

Job Summary

The Account Manager will focus on developing a nominated list of emerging target accounts and prospects based on a vertical market territory. He/she will have the primary responsibility for driving the execution of sales engagements within the given industry. The Account Manager will be accountable for continuous account planning that drives medium-term and long-term growth, new customer footprints/applications, territory funnel management, accurate forecasting, field relationships with Partners to expand coverage within the territory and for working with Think Big Analytics to build a sustainable consulting stream. This is a quota carrying position.

Key Responsibilities

Managing the Sales Process:

  • Manage sales activities by ensuring sales related activities gain customer commitment, build momentum and accelerate sales cycle.

  • Ensure that sales activity, funnel, and revenue commitment tools are properly executed.

  • Work through 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 time frame.

  • Effectively advise and influence customers through consultative selling techniques and relevant marketing campaigns.

Strategic Account Planning:

  • Map out the key players in the customer account and determine sales implementation strategy.

  • Research the customer environment to be able to populate the business impact model.

  • Understanding of political relationships and their impact on buying behaviors within the customer account in order to determine appropriate sales approach for each level within organization.

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

  • Develop a Partner strategy for targeted accounts.

Planning, Forecasting and Reporting:

  • Ensure that forecasting is accurate with regards to the value, timeline of closure and probability of closure.

  • Analyze sales activity data, the team's P & L and develop the necessary sales contingency plan to ensure financial profitability and success.

  • Utilize a structured approach for identifying and measuring the quality of potential new business.

  • Analyze creation of solution offer and proposal development to ensure it promotes value based pricing.

Experience/Skills Requirements:

  • More than 5 years + Solutions Sales experience in selling complex technology solutions advantageous, i.e. hardware, software, professional services and technical services in the given industry.

  • Knowledge across Business Intelligence, Data warehousing and CRM is preferred.

  • Demonstrated success in building, elevating and nurturing relationships within key customer accounts resulting in increased revenue growth.

  • High level strategic planning skills.

  • Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level, on a regular basis.

  • Ability in selling and articulating solutions sales.

  • Ability to lead complex tenders and proposals.

  • Ability to deliver on target.

  • Ability to travel to and meet with customers within the entire territory is essential.

  • Fluent English is a must.

Education

  • Bachelor degree in a business related field or IT.

  • Master degree will be valued.

Competencies

  • Customer focused

  • Innovative and resourceful

  • High degree of energy and initiative

  • Result Oriented

  • Self-motivated and competitively driven

  • Resilient and focused

  • Ability to transform strategy into results

  • Ability to work in a rapidly changing, ambiguous and often pressure-filled environment

  • Ability to influence, coach and motivate others and promote teamwork

  • Excellent presentation, communication and interpersonal skills

  • High level of personal integrity

  • High degree of empathy and emotional intelligence

  • Coaching skills