BASIC, Business Intelligence, C, Consultant, Consulting, Data Warehouse, Development, Director, IT, Management, Modeling, Outlook, Performance, Sales, Software, Systems, Telecommunications, Teradata
Job Summary The Solutions Sales Director (SSD) has a direct reporting relationship to the Canadian Region Vice President (RVP). The SSD is ultimately responsible for attainment of solution revenue, orders, and gross margin goals within the industry sub-segments of Retail Travel and Transportation, and the Telecommunications and Media within the Canadian Marketplace. The SSD is directly accountable for the growth, management, and profitability of a $40m business. The SSD partners closely with the Canadian leadership team and Account Executives (AE's) to develop and execute annual and long-term strategies to develop, grow and maintain Teradata's customer base within the assigned industries. The SSD provides domain expertise and thought leadership to the sales teams and helps to articulate and deploy the business strategies throughout the industry teams. The SSD develops the business plan and offers direct support and guidance to the organization as it relates to sales support and resources (people, tools, methodologies and processes).
Areas of Focus: 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. This involves driving new customer footprints through solution-lead sales, developing local relationships with Partners to expand our coverage of territories and/or solution portfolio and building a sustainable Professional Services Consulting stream.
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 selling strategy. This also includes evaluating performance and providing individual mentoring and development plans. This involves providing strong leadership in sales engagements, ensuring sales directors are accountable for establishing winning sales strategies, shared expectations with Key Decision makers and executing sales engagements.
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, pricing decisions and expense control. This also includes an understanding of the meaning and implications of key financial levers that impact overall business performance. This includes the following but is not limited to the following: a. Set, direct, and execute winning sales strategies b. Drive execution of Accelerate Program to close new accounts/business c. Assign territories and accounts to sales managers/representatives d. Manage the sales funnel and the line of sight e. Accurately forecast business results/outlook f. Manage budget and expense control
Key Responsibilities Leads the Sales organization which currently consists of four direct reports and indirectly supports more than 50 consultants (presales, professional services and ADC consultants). Develops and builds the Sales business plan for assigned Canadian Territories providing focus in the development of capabilities, including recruiting, investment decisions, pricing, and coaching others in professional development. Manages, fosters and grows relationships at the executive level with high visibility, key clients across the financial services industry sub-segment. Develops strategies and offerings that are relevant to Teradata customers and allows the practice to evolve ahead of changes in business conditions. Develops long-term strategic relationships with key customers, industry partners, and external organizations. Facilitates a work environment that enables the recruitment, development and retention of top talent as a means to drive revenue growth and increased profitability.
Work Environment This position is working in a virtual office environment, including home office & customer site. A combination of independent work and team collaboration will be required. Travel is also expected depending on the location of the candidate. Skills & Attributes A successful candidate should be a strategic thinker, self-starter who is creative and driven. The candidate must possess the ability to lead, advise and advocate for customers.The desired candidate should be innovative and skilled at seizing opportunities and transforming strategy into results.
•BS, MBA, or MS in business, technical or professional discipline or equivalent work experience. Highly seasoned professionals with significant experience leading multi-functional teams. •Minimum of ten years of general management experience and five years of sales management experience (training/development/performance management of sales/consulting team). •Minimum of five years of Mega Major account experience. •Minimum of five to seven years as an internal or external consultant with broad exposure and experience in a variety of circumstances •Demonstrated success in managing large account relationships and developing new account opportunities •Demonstrated success in managing a successful business and P&L supported by a track record of accomplishments. •Demonstrated success in sales management with 75%+ success record for making personal sales management goals and minimum of 50% of associates achieving objective. •Strong executive presence and ability to positively present themselves and the Teradata Value Proposition to executive level customers and prospects. •Strong oral and written communication skills. •Comfortable and confident in demonstrating presentation skills •Must be able to travel at least 70% and meet with customers within the entire US East territory. Preferred Qualifications
•Retail, Travel, Transportation, Telecommunications, and Media industry knowledge preferable. •This could be obtained from selling into a particular industry or from actually working in a particular industry. •Industry knowledge pertains to one's ability to understand the current business problems that face customers in the industry, staying on top of industry trends, predicting/forecasting possible business problems, and being able to articulate how Teradata solutions can help the customer. •Hands-on management experience in a number of disciplines such as software development, information technology and systems development, marketing and sales, operations, financial management, with proven ability to integrate plans. •Previous experience selling data warehouse and business intelligence solutions. * 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.