Account Executive Consulting Services - San Diego, CA or Los Angeles, CA

You’ve got data. Lots of data. Human-, machine-, business- and interaction-generated data. And more of it becomes available every second of every day. But if you can’t find the customer and business insights within your data, it just remains untapped potential. That’s where we can help.

The Account Executive, Consulting Services) is responsible for completing the sale of Business Intelligence, Predictive Analytics, and Data Integration Service Solution offerings by uncovering customer needs and/or problems and then targeting the appropriate Claraview/Teradata service solution. The AE, Consulting Services is responsible for creating a winning approach that highlights Claraview’s unique capabilities in solving the need(s) or problem(s). A consulting approach is used to build solid customer relationships whereby the AE, Consulting Services becomes a credible and consistent source of expertise within the account.

The AE job function focuses on 3 key areas:

1. Order and Revenue Growth
2. Sales Consulting
3. Opportunity Planning/Qualification

The Account Executive, Consulting Services will:

• Sell Professional Services (PS)-related solutions
• Respond to existing and prospective client requests for proposals (RFPs)
• Participate in account strategy sessions
• Present PS as a differentiator in the sales cycle
• Conduct scoping sessions to recommend project scope, price and phasing
• Deliver value focused / results oriented PS proposals
• Meet or exceed assigned sales target
• Develop and maintain a quality pipeline of services
• Develop strategic relationships with Business Intelligence, Analytic and Data Integration product (Microstrategy, Business Objects, SAS, Informatica, Talend) sales and leverage professional, value-added relationships with individuals, including executives, across the client and prospect base

The Account Executive, Consulting Services is expected to provide service offer expertise to assigned accounts within Teradata’s strategic industries and non-Teradata accounts. The AE objective is to penetrate accounts in the local geography and establish solid business relationships in order to sell Claraview and Teradata service offers. Account Executives are expected to understand service industry market dynamics and competitive

SKILLS & ATTRIBUTES

• Experience working in team oriented sales approach
• Negotiations skills
• Experience with customer relationship management
• Presentation and communications skills

REQUIRED QUALIFICATIONS

• 3-5 years sales experience selling services or intangibles
• Recent work experience within the IT sector
• Proven track record, demonstrated by achieved quota and/or sales awards with previous employers
• Experience selling to the business suite (consultative “story tellers”), not just IT (technology)
• Demonstrated experience selling services to C level executives within nominated accounts
• Ability to work independently and collaboratively in a matrix organization, demonstrated by the structure of the team/account you have worked on

PREFERRED QUALIFICATIONS

• Knowledge of the Business Intelligence, Analytics or Data Integration space.
• Personal contacts within the geography
• Experience managing large accounts
• Experience managing multiple customers
• Knowledge of Teradata Service Delivery Model