Company Overview
Position Overview
The Client Services Executive (CSE) is responsible for the opportunity identification, qualification, and closure for Teradata services portfolio - consulting, managed services, and transaction services - and Teradata as a Service offerings. CSE aligns with the Account Executives/Teams on the Services business plan and execution and is accountable for the Teradata services bookings results for existing and new customers.
Key Areas of Responsibility
Develop in-depth understanding of their customer's objectives, including the business, industry, company profile, business plan and key initiatives of the organisation. Engage at all levels of the customer from the Senior Executives to the Database Administrator (DBA). Develop strong relationships and build advocacy with key decision makers at Customers.
In conjunction with the Account Executive and other members of the account team (the "Sales Quad"), define and/or enhance the account plan and strategy including the development of opportunities that drive Annual Recurring Revenue growth and Services Revenue.
Identify, develop, and own Services opportunities within their assigned accounts and industry. This includes maintaining the funnel in Salesforce and actively updating opportunities.
Work with Program Managers and Project Managers to provide scoping, planning, cost estimates, and pricing of opportunities within the overall Teradata Services portfolio for their accounts.
Manage and own the development of proposals for Teradata Services, related Statements of Work and Bid Review documents.
Direct, and support the design, execution, and delivery of customer solutions from a services perspective, including participation in client steering committees, project audits and quality checks. Be the point contact for issue resolution and managing escalations.
Work with Global Development Centers (GDC) to position cost effective offshore/dual shore opportunities and engage GDC resources during positioning, selling and delivery where appropriate.
Education and Experience Required
BS, MBA, or MS in business, technical or professional discipline or equivalent work experience.
8 plus years IT industry or related experience, with an "IT worldly" perspective.
Experience in selling IT services to large Australian organization's
Services selling experience with a Product, System Integrator or consulting firm is preferable.
Passion to win, entrepreneurial, high energy, responsive and results driven.
Proven experience in customer relationship management
A people, customer, and team orientation.
Experience and ability to work in a matrixed organisation.
Strong consultative, communicative, writing, and presentation skills.
Business management experience including engagement management experience with multiple project streams and complex services implementations.
Ability to scope and create action plans through business needs analysis which include critical thinking and analytical reasoning that identifies the business opportunity with the most compelling ROI analysis, business benefits, acceptable risk profiles, and success factors.
COMPENSATION
Compensation for the role is commensurate with industry sales compensation constructs with an at-risk component that allows for over achievement and is measured on a Services order quota assignment.