Teradata Account Manager Manufacturing in Amsterdam, Netherlands

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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 Manufacturing 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 Professional Services 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 timeframe

· 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 behaviours within the customer 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

· 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

· 10 years + Solutions Sales experience includes at least 2 years

· Experience in selling complex technology solutions advantageous, i.e. 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 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