Teradata Account Executive - Energy&Utilities in Moscow, Russia

Account Executive - Energy&Utilities

Description

Description

We are currently recruiting for a Senior Account Manager to focus on new business development in the National Accounts (Energy and Utilities). Reporting directly to the industry team leader, Sales Director for Russia you will have the primary responsibility for building value-driven high level customer and partner relationships and for driving execution of sales engagements within the targeted accounts and territory. Account Managers are accountable for revenue, continuous account planning that drives short-term and long-term growth, new customer footprints/applications, accurate forecasting, and field relationships with Partners to expand coverage within the territory, and for working with technical department Professional Services and Teradata Customer Services to build a sustainable consulting and services revenue stream.

Key Areas of Responsibility:

Sales:

  • Responsible for revenue growth through in assigned territory, drive development of new business opportunities and closure of new account(s) business across the government-owned energy and utilities corporations.

  • Develop and/or capitalize on industry knowledge and contacts to uncover business opportunities in National Accounts with energy and utilities focus.

  • Demonstrate excellent interpersonal skills to initiate and maintain executive-level interaction and secure customer satisfaction. Build productive relationships with potential key clients and partners to ensure plan-level developments.

  • Close profitable Teradata Solution business incorporating hardware, software, professional services, and customer services.

  • promote service driven analytics associated with advanced analytics and consulting engagements. Proceed with the Customer on their key business needs and get this aligned with the key Teradata offerings and solutions.

Account Management

  • Produce and manage account plans and strategies for the selected prospect accounts as aligned with regulatory policies and market trends.

  • Assemble and direct the teams in executing account plans, developing rfp’s , site visits, presentations, and engagement oversight and execution.

Relationship Management (external)

  • An incumbent would be responsible for the establishment and nurturing of a professional business relationship between Teradata and customers at various levels of the organization. Relationship management involves knowledge of the client's industry and specific business, strategic thinking and interpersonal sensitivity to build trust.

Relationship management (internal)

  • Maintain and influence relationships with internal management and colleagues across the company and its departments.

  • Focus on cross industry collaboration to apply available re-usable assets to address the needs of the responsible clients.

Demonstrate Solution Selling Skills and Capabilities:

Includes: ability to understand the energy&utilities industry and our solution portfolio, complete a thorough analysis of the customer's business to identify opportunities that our solution will address and determine the likely financial and value return for the client.

  • Ensure thorough research of the customer/prospect environment to be able to populate the Business Impact Model.

  • Demonstrate understanding of and the ability to articulate the value of Teradata Solutions in terms which will significantly impact the customer's business results.

  • Ensure an ability to effectively articulate the solution in terms of Return-on-Investment (ROI) to the customer.

  • Demonstrate advanced presentation skills to support Teradata’s reputation and promote corporate business strategy and solutions across the marketplace.

  • Effectively advise and influence customers through consultative selling techniques. The sales person with their virtual team effectively advises, intervenes, influences or brings professional or technical expertise to bear on the prime customer contacts and is also positioned to enable influence, in parts of the organizations over which they have no direct relationships. The incumbent in this role is expected to maintain a high level, executive relationship with the customer and provide a strong sense of leadership.

Qualifications

We seek a senior sales professional with significant experience and proven expertise of successful enterprise sales and who delights in the personal challenge of hunting for new accounts and developing a business.

Essential

  • Analytics and business consulting practices with the focus on advanced analytics and technology driven solutions.

  • Enterprise IT solutions knowledge and experience and its specifics for resource industry (energy&utilities) segment are critical - ideally related to Business Intelligence & Data Warehousing.

  • Knowledge and understanding of the resource industry specifics are necessary, especially in energy and utilities. Understanding of operations in government-owned corporations and organizations are required.

  • A portfolio of multi-level customer contacts within above mentioned National Accounts organizations

  • Experience in selling and articulating the value of large enterprise IT solutions, preferably based on database technology, data analytics, business intelligence and associated solutions and services, to customers and prospects.

  • Degree level professional education required. Bachelor’s degree in business or related fields preferred.

  • 6 years of demonstrable success in leading the new business sales and in achieving sales targets. 10 total years in IT sales.

  • Solution-selling skills are essential

  • Excellent communication, professional level presentation

  • Professional English language skills, fluent/native Russian

  • Self-starter, results-orientated, and matured team player

Job: Sales

Schedule: Full-time

Primary Location: Europe, Middle East & Africa-Russian Federation-Moscow

Organization: EMEA Sales & Services

Req ID: 173334