Solution Sales Director - Teradata (New York, NY)

Title: Solution Sales Director Location: New York-New York Summary description: Teradata Solution Director's focus will be focused on Communication companies. This person has primary responsibility for ensuring winning sales strategies are established and driving execution of sales engagements. This person will 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 Managers/Directors 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, field relationships with Partners to expand our coverage of territories and/or solution portfolio, and for working with Professional Services management to build a sustainable consulting stream. Note: These are quota-carrying positions. Key Areas of Responsibility: . Sales Leadership: The ability to motivate and empower a sales team to achieve a common goal. This includes providing a shared vision, modeling the way, and challenging the status quo to champion new initiatives. This competency involves providing clear direction, championing change, influencing others, and creating an environment that fosters professional and personal success. . Executive Relationships: The candidate will possess or have demonstrated experience in building relationships at the CxO and VP level within Fortune 100 Accounts. . Enterprise Architecture sell: Demonstrated ability to sell a vision, gain architectural acceptance of the vision, and drive accountability for implementation of the standards. . Maximize sales across targeted Teradata Division industry. 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, professional services, and customer services. . Sales Coaching and Development: The ability to individually coach, mentor and develop sales associates to enhance their performance. This includes coaching both sales skills and sales strategy that are situationally driven in the field. This also includes evaluating performance and providing individual mentoring and development plans. . 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; prioritize and schedule training/developmental activities for the sales team. . Managing Sales and Business Results: The ability to effectively manage order/revenue generation and business profitability while meeting strategic business objectives. This includes territory design, funnel management, forecasting, resource planning, asset management, and pricing decisions. This also includes an understanding of the meaning and implications of key financial levers that impact overall business performance . 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. . Relationship management (internal): maintain and influence relationships with internal partners and resources across the Teradata Division. . Development of Solution Selling Skills and Capabilities: The development of solution selling skills and capabilities within the sales team includes: ability to understand the Communication industries and our solution portfolio, complete a thorough analysis of the customer's business problem/need, and articulate how our solution will address the business problem/need with a significant return-on-investment for our customer. . 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. Education and Experience Requirements: These are highly seasoned sales professionals with significant experience leading sales teams. . BS or BA degree required . Demonstrated success in sales. 75% succes

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