Teradata Sales Director in Mexico City, Mexico
Are you passionate about making companies smarter? Teradata provides end-to-end solutions and services in big data, data science, analytics and data warehousing, enabling companies to become an analytics-driven business.Sales Director, Country ManagerSolution Sales Directors/Country Managers focus on a set of accounts based on a geographic territory. They have primary responsibility for ensuring winning sales strategies are established and driving execution of sales engagements. They provide management direction and support (recruit, assimilate, train/develop, coach/counsel, and recognize/reward) for a team of Solution Sales Specialists, within a geographic area or multiple levels depending upon size/type of accounts. Solution Sales Directors/Country Managers are accountable for continuous account planning that drives short-term and long-term growth, new customer footprints/applications, sales funnel management, accurate forecasting, budget/expense control and for working with Consulting Services management to build a sustainable consulting stream.Key Areas of ResponsibilitySales Leadership• Maximize sales across targeted Teradata. Develop and/or capitalize on industry knowledge and contacts to uncover business opportunities. Advise, counsel and recommend solutions to sales specialists for presentation to customers on how to meet or address needs.• Rely on excellent leadership and interpersonal skills to initiate and maintain executive-level interaction and customer satisfaction.• Drive development of new business opportunities and closure of new account business.• Close profitable Teradata Solution business incorporating hardware, software, consulting services, and customer services.Sales Coaching and Development• Utilize team members including post-sale delivery professionals, pre-sale technical professionals and management, to achieve business objectives.• Recognize wins and celebrate successes to build team morale• Pursue professional development opportunities to enhance the skills of sales specialists#CD# prioritize and schedule training/developmental activities for the sales team.Managing Sales and Business Results• Manage the sales funnel and the line of sight. Accurately forecast business results/outlook.• Assign territories and accounts to sales specialists.• Manage budget and practice expense controls.• Relationship Management (external): An incumbent would be responsible for the establishment and nurturing of a professional business relationship between a customer and Teradata at various levels of the client's organization. Relationship management involves knowledge of the client's industry and specific business, strategic thinking and interpersonal sensitivity all founded in trust.Development of Solution Selling Skills and Capabilities• Ensure the sales team has researched the customer 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 that the Solution Sales Specialists and others involved in consultative selling are able to articulate the solution in terms of Return-on-Investment (ROI) to the customer.• Lead a Solution Sales Specialist to effectively advise and influence customers through consultative selling techniques. The incumbent effectively advises, intervenes, influences or brings professional or technical expertise to bear on a customer or client group, situation, or organization over which they have no direct authority. The incumbent in this role is expected to maintain a high level, executive relationship with the customer and provide a strong level of industry knowledge.Skills and Experience Requirements• Experience in selling and articulating the value of Teradata (or similar) solutions, including products and services, to customers is necessary.• Sales experience in solving business problems in complex enterprise customers, through analytics, consulting services and modern technologies• Highly skilled in organizational politics, value proposition development, solution selling, focusing on the customer, sales ability / persuasiveness, and business needs analysis.• Excellent customer executive and C-level relationship building capabilities.• Teradata (or similar) solutions knowledge and experience is critical.• Demonstrated capabilities in conceptual and consultative/solution selling are critical.• Industry experience and knowledge is important.• Candidates should have a minimum of 10 years of experience in Sales Management.• Also, candidates should have deep experience managing increasingly complex accounts.Education RequirementsBS, MBA, or MS in business, technical or professional discipline or equivalent work experience.