Sales Director - Government','173926','!*!The Sales Director position will be focused on Teradata Government Systems – specifically the National Security Team – which includes DoD, DOJ and the Intelligence Community. The ideal candidate has the primary responsibility for ensuring winning sales strategies are established and driving execution of sales engagements. The candidate will provide management direction and support (recruit, assimilate, train/develop, coach/counsel, and recognize/reward) for a team of (7) Account Executives, within a geographic area or assigned accounts, depending upon size/type of accounts. Sales 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: The sales director is a quota-carrying position and reports directly to the VP/GM of Teradata Government Systems. Key Responsibilities • 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 with senior IT and line-of-business managers in the National Security Space. • Maximize sales across targeted 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. • Close profitable Teradata Solution business incorporating hardware, software, professional services, and customer services. • Utilize team members including post-sale delivery professionals, pre-sale technical professionals and management, to achieve business objectives. • 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 • Development of Solution Selling Skills and Capabilities: The development of solution selling skills and capabilities within the sales team includes: ability to understand the designated 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. • Lead Account Executives to effectively advise and influence customers through consultative selling techniques. 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. Expected to maintain a high level, executive relationship with the customer and provide a strong level of industry knowledge. Work Environment Teradata Government Systems is located in Annapolis, Maryland. The candidates workplace location will be a combination of the Annapolis office, virtual/home office and customer sites. Expectations are for the candidate to be in the Annapolis office 1-2 days a week. Some travel is also expected as the National Security Team client base is located throughout the United States. Skills & Attributes A successful candidate should be driven, creative, a self-starter and strategic thinker. The candidate must possess the ability to lead, advise and advocate for customers. ','!*!Basic Qualifications • 3 years in managing a team of sales professionals. • 5 years in high-end solution selling, including analytics. • Demonstrated success in sales - 75% success record for making sales goals. • 5 years of experience in selling to the Government DoD, DOJ and/or Intelligence Space – with DoD being the prominent requirement. Preferred Qualifications • BS or BA degree • Local to the DC area
*Our total compensation approach includes a competitive base salary, 401(k), strong work/family programs, and medical, dental and disability coverage.
Teradata is an Equal Opportunity/Affirmative Action Employer and commits to hiring returning veterans. ','Sales','Full-time','Americas-United States','','AMS Sales & Services','Sales Director - Government
Website : http://www.teradata.com
Teradata is a global leader in analytic data platforms, marketing and analytic applications, and consulting services. Teradata helps organizations collect, integrate, and analyze all of their data so they can know more about their customers and business and do more of what’s really important. Visit teradata.com for details. Teradata Corporation provides analytic data platforms, marketing and analytic applications, and related consulting services in the United States and internationally. Its analytic data platforms comprise software, hardware, and related business consulting and support services for data warehousing, active intelligence, big data analytics, and data discovery. The company serves various industries comprising banking/financial services, communications, government, insurance and healthcare, manufacturing, retail, travel and transportation logistics, and energy and utilities. It has strategic partnerships with Accenture, Capgemini, Cognizant, IBM Global Business Services, Wipro Limited, and Urban Airship. The company was founded in 1979 and is headquartered in Dayton, Ohio.