Teradata Senior Account Manager Oil&Gas in Milan, Italy
The Account Manager will focus on developing ENI Oil&Gas account as his main and principal function. He/she will have the primary responsibility for driving the execution of sales engagements with ENI. The Account Manager will be accountable for continuous account planning that drives medium-term and long-term growth, new customer footprints/applications, funnel management, accurate forecasting, field relationships with Partners and for working with Professional Services to build a sustainable consulting stream. This is a quota carrying position.
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 behaviors within the customer organization 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, 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.
• 10 years + Solutions Sales experience including at least 2/3 years’ experience in selling complex technology solutions advantageous, i.e. hardware, software, professional services and technical services.• Knowledge across Big Data, Data Science, Data Analytics, 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.• Strong experience in the Oil&gas industry is must.• Local market experience and strong relationships with decision makers in the target account is a must.• Fluent English is a must
Bachelor degree in a business-related field or IT.Master degree will be valued.
Customer focusedInnovative and resourcefulHigh degree of energy and initiativeResult OrientedSelf-motivated and competitively drivenResilient and focusedAbility to transform strategy into resultsAbility to work in a rapidly changing, ambiguous and often pressure-filled environmentAbility to influence, coach and motivate others and promote teamworkExcellent presentation, communication and interpersonal skillsHigh level of personal integrityHigh degree of empathy and emotional intelligenceCoaching skills