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Account Executive

Company: Teradata
Location: New Brunswick
Posted on: January 7, 2021

Job Description:

In this role, the Account Executive is responsible for driving Teradata's growth engine by extending relationships with existing clients. The territory covers three of the largest US-based pharmaceutical manufacturers, all based in the NYC/NJ/PA area. To be successful, you need to be an adept salesperson, capable of engaging in business and technical conversations at multiple levels of the organization. You should have an in-depth understanding of the buyer journey and the ability to lead a complex, multi-pronged sale in a highly consultative manner. Finally, if you are naturally analytical and enjoy digging into business models and helping customers quantify their investment decision then this is the role for you!

Key Areas of Responsibility

Responsible for developing, setting and maintaining the account strategy for overall engagement with the client focused on delivering business value solutions
Leads the direction for the account team; responsible for account planning, business development meetings, managing the sales process and closing sales opportunities
Understands the clients' key business initiatives, areas of concern, technology stack, and competitive environment. With this knowledge, recognizes how Teradata solutions could be applied and can articulate the value of these solutions.
Builds and manages relationships with high-level customer decision makers
Coordinates overall Teradata engagement with client, involving specialist resources when needed in the selling process
Maintains knowledge of Teradata products and solutions as well as competitive offerings
Collaboration with Teradata's go-to-market partner alliance network, including large strategic consultancies, Cloud providers, and ISVs

Skills

Bachelor's Degree, as a minimum requirement
Proven successful track record of growing an existing customer base via business value selling, via a consultative and complex sales cycle
Customer relationship management experience, particularly with executives and decision makers at a senior level (VP+)
Industry knowledge (specific to pharmaceutical industry) providing innovative and creative capabilities in industry leading solution strategies and predicting/forecasting possible business problems
Awareness and comprehension of the latest advanced analytics techniques and how they apply to business decisions

Preferred Skills

Knowledge of the Pharma Industry, from both selling to and preferable working in the industry
Master's Degree
Prior experience with analytic solutions and technologies
Preference to geography of the key clients (NY/NJ/PA) and the ability to readily travel to other US locations for client and internal meetings

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 up to 50% is also expected.

Our total compensation approach includes a competitive base salary, 401(k), strong work/family programs, and medical, dental and disability coverage.

Keywords: Teradata, New Brunswick , Account Executive, Other , New Brunswick, New Jersey

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