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Jawatan Kosong Teradata 2018
Jawatan Kosong Account Executive - Malaysia
Below is the job criteria you must meet to register Jawatan Kosong Account Executive Malaysia Mac 2018 Teradata that opened after 7 days ago:
Teradata empowers companies to achieve high-impact business outcomes through analytics. With a powerful combination of Industry expertise and leading hybrid cloud technologies for data warehousing and big data analytics, Teradata unleashes the potential of great companies. Partnering with top companies around the world, Teradata helps improve customer experience, mitigate risk, drive product innovation, achieve operational excellence, transform finance, and optimize assets. Teradata is recognized by media and industry analysts as a future-focused company for its technological excellence, sustainability, ethics, and business value.
The Teradata culture isn’t just about one kind of person. So many individuals make up who we are, making us that much more unique. It’s what sets apart the dynamic, diverse and collaborative environment that is Teradata. But even as individuals, there’s one thing that we all share —our united goal of making Teradata and our people the best we can be.
Teradata helps companies get more value from data than any other company. Our big data analytic solutions, integrated marketing applications, and team of experts can help your company gain a sustainable competitive advantage with data.
INTRODUCTION TO THE ROLE
This is a quota carrying position and is the selling role for Teradata for our target accounts in Oil & Gas Industry The Account Director is responsible for effectively executing the sales process and managing new business development targeted and assigned accounts. The role is responsible for maintaining, communicating and executing the sales plan for the account across the broader team.Teradata seeks to appoint a new and key team member to assist in building on the successes of the existing team, with the aim to drive further growth and success.
KEY AREAS OF RESPONSIBILITY
Results and Growth
Orders and Revenue goal attainment
Continued capture of relevant data to enable the introduction of information-based business improvement programmes and projects.
Continuously research the target accounts to be able to develop the value propositions for Teradata solutions.
Utilise a structured approach and Teradata’s qualification tools for identifying and measuring the quality of potential new business initiatives.
Proactively prospect in the assigned accounts to create appointments at each management level, including Managing Director/CEO level. Map out the key players for potential new business initiatives and determine/document appropriate sales strategies
Develop understanding of political relationships and their impact on buying behaviours within the 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.
Having a good network in Malaysia particularly in Oil & Gas sector in Malaysia
Sales call execution
Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns.
Execute high quality one on one discussions utilising advanced questioning and influencing skills with customer non-IT business leaders. The objective being to influence the corporate strategy regarding the use of Data Warehousing.
Execute high quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managers.
Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances).
Presenting high quality, professional presentations and proposal materials
Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard.
Continuously engage the extended sales team in account planning and execution.
Effectively utilise resources as required to best exploit available opportunities.
Reporting, Administration and Training
Complete, lock-off and submit a monthly outlook as required based on the Teradata fiscal calendar.
Update pipeline-management system tool weekly in order to maintain accurate opportunity forecast
Complete all assigned Area Ready to Sell (ARS) and other assigned training within the timeframes allotted.
Account and Opportunity Management
Maintain the Account Plan in accordance with the established Account Plan standard.
Within (180 days) of account assignment of each Managed Account, develop and present for sign-off an Account Priorities and Objectives .
Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline Opportunity reviews, the use of the Opportunity Analysis System, and the Bid Review Process.
Work through sales process with key players in a timely manner to minimize issues in the close of an order and ensure Teradata and customer objectives are met in the agreed timeframe.
Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunities
Bachelors degree in a business/science related field (Marketing, Sales Management, Science).
10 years + Solutions Sales experience.
Exposure to and understanding of Oil & Gas companies in Malaysia and its key executives and management.
Experience in selling complex technology solutions. e.g. ERP solutions and bundled hardware, software, professional services and technical services.
Experience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growth.
Demonstrated success in building, elevating and nurturing relationships within key prospects 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
Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis.
Proven ability in solutions sales environment
Understanding and current use of a consultative questioning model. For example SPIN selling
Demonstrated success in proactively prospecting into existing accounts
Already have an established network in Petronas.
Knowledge across Business Intelligence, Data Warehousing and CRM is preferred.
High level strategic planning skills.
Ability to lead complex proposals.
Proven ability to deliver against demanding targets.
Account Planning and execution.
Excellent presentation, communication and interpersonal skills.
Competence in professional consultative selling skills such as SPIN questioning
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.
Candour- The ability to have open and effective business conversations with customer senior leaders
Confidence- The ability to influence others through candidate’s demeanour and professionalism
High level of personal integrity.
Innovative and resourceful.
Self-motivated and competitively driven.
High degree of energy and initiative.
Resilient and focused.
High degree of empathy and emotional intelligence.
Only the job candidates that meet to conditions above of that will be called upon to perform the next test. For that, if you are interested and meet the candidates Jawatan Kosong Account Executive Malaysia Mac 2018 Teradata above, please submit your application before not applicable.
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