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Friday, September 14, 2012

Solution Sales Specialist Opening at Teradata, Canberra

Urgent opening in Teradata, please find below the link for more details:

NOTE: If this is of interest to you or someone you know please send the updated CV to  

Job Description:

Requisition Number : 148679
Title : Solution Sales Specialist
Location : Canberra

Teradata offers powerful, enterprise analytic technologies and services. Companies use Teradata solutions to get a single, integrated view of their business so they can make better, faster decisions that drive profitability and growth.

Companies can leverage this integrated view to identify opportunities to increase revenues, decrease costs, and improve relationships. At the same time, Teradata solutions are more cost efficient, simpler to manage and capable of growing with the needs of the business.

With our proven expertise in enterprise data warehousing and best-in-class technology, Teradata can help you see your business like you have never seen it before. To learn more, go .

POSITION SUMMARY This is a quota carrying position and is the primary selling role in the Solutions model. The Solution Sales Specialist is responsible for effectively executing the sales process and managing new business development in large corporations and state government.

The Australian Federal Government is dramatically accelerating its focus on more effective use of information and analytical capability. This highly strategic focus on "Information Management" in the "Citizen Focussed" agencies has fuelled unprecedented growth and success within Teradata's Australian Federal Government operations. Very significant Teradata systems (including the second and third largest within Australia), are now implemented in Australian Government agencies. A well established team of Canberra based Teradata Professional Services consultants generates significant and sustainable consulting services revenues, and has established Teradata's credibility as an expert partner to its client agencies within the Australian Federal Government.
Teradata seeks to appoint a new and key team member to assist in building on the successes of the existing team, with the aim of expanding the client base and driving further growth and success.

The role will have distinct emphasis on two areas; the ongoing growth and Account Management of one of Teradata's largest installed clients, and successfully securing new business for Teradata in key identified Government agencies. In order to ensure balanced focus on these two distinct areas, specific goals and attractive rewards are attached to the attainment of the new business targets.

The sales territory includes two established Teradata customers, The Australian Taxation Office, and the Department of Health and Aging.

From a career perspective, this opportunity represents right company, right solution, right time, right place, right team. What's needed is the right person.

1. Results and Growth
• Orders and Revenue goal attainment.
• Achieve specific Key Sales Objectives within the assigned existing Account.
• Close specific new business opportunities.

2. Strategic Prospecting and Account Planning
• Research the prospective organisations to be able to develop the value proposition for Teradata solutions.
• Utilise a structured approach for identifying and measuring the quality of potential new business.
• Map out the key players in the prospect account and determine sales strategy.
• Understanding of political relationships and their impact on buying behaviours within the prospect 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.
• Effectively advise and influence prospects through consultative selling techniques and relevant marketing campaigns.
• Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard.

3. Reporting, Administration and Training
• Complete, lock-off and submit a monthly outlook as required based on the fiscal calendar.
• Complete all assigned Area Ready to Sell (ARS) and other assigned training within the timeframes allotted.
• Maintain TEAM funnel (sales forecasting tool) in accordance with the TEAM Funnel Guidelines for SPA.

4. Account and Opportunity Management
• Develop and maintain a Territory Plan for the assigned New Business Territory in accordance with the established Territory Plan template. Territory Plan to be in place and complete in all areas within three months of start date.
• Develop and maintain an Account Plan for all Managed Prospects in accordance with the established Account Plan standard. Account Plan to be in place and complete in all areas within three months of account assignment.
• Within (180 days) of account assignment of each Managed Account, develop and present for sign-off an Account Priorities and Objectives spreadsheet.
• Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Opportunity reviews, the use of the Opportunity Analysis System, and the Bid Review Process.

5. 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.

  • Customer focused.
  • Innovative and resourceful.
  • High degree of energy and initiative.
  • Results 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.

• Bachelor degree in a business/science related field (Marketing, Sales Management, Science).
• 10 years Solutions Sales or closely relevant other experience.
• Experience in selling complex technology solutions advantageous, i.e. ERP solutions and bundled 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 resulting in new customer business.
• Understanding of and success in a sales environment that requires creation of capital expenditure plans and budgets.
• Demonstrated success in value-linking and demand creation.
• High level strategic planning skills.
• Proven customer relationship skills, with experience in interfacing with Australian Government customers, at Executive/Director level, on a regular basis.
• Proven ability in solutions sales environment.
• Ability to lead complex tenders and proposals.
• Proven ability to deliver against target.
Pinder Pal Singh
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