The position is a second-level sales management role that is ultimately responsible for the following within Teradata's Indian business.
Solution (hardware, software, subscription services), Professional Services
(including Customer Education Services), and Customer Services (annuity maintenance services, technical services) revenue and order targets,
Managing the development of Account Plans that focus on broadening and deepening Teradata's business in existing Teradata customers in line with the business requirements,
Achieving the target number of new business customers within a defined period, and supervising the development, implementation and maintenance of New Business Territory Plans for targeted new business sectors, and account plans for targeted prospects,
Development of effective day-to-day and strategic working relationships with other functional areas including presales, Professional Services, Customer Services, HR, Finance/Pricing, Legal, Training and Deployment, and global/regional sales and marketing,
Management of the cost-base associated with the sales function, including but not limited to T&E, presales and sales expense.
Developing and maintaining Teradata's Indian strategic and operational plans.
Maintaining high-level, effective relationships with Teradata's SI partners in India.
Development of a sound, trust-based relationship with the Singapore-based Area Vice President (direct report)
As a business leader who ensures customer satisfaction, the incumbent is responsible for casting and refining the vision, direction, and strategy of the sales organisation within the context of the Asia South Area's plans, and is responsible for providing executive-level sales leadership and assisting efforts to close business. A critical part of this role also focuses on resource allocation, employee development, succession planning and overall management of the business within the geography.
The Solution Team Leader is a member of the Teradata SEA/I Leadership Team (LT) and contributes to the overall Teradata SEA/I Business Plan and its delivery. LT members are each also responsible for setting the standard for behaviour, attitude, focus, commitment, integrity, drive for business results, and ethical conduct.
KEY RESPONSIBILITY AREAS:
Managing the Sales Process
Manage sales activities by ensuring sales related activities gain customer commitment, build momentum and accelerate sales cycle
Ensure that sales activity, funnel, and revenue commitment tools are properly executed
Work through sales process with key players to minimize issues in the close of an order and ensure Teradata and customer objectives are met in the agreed timeframe
Manage processes and people in accordance with the requirements of the
Teradata sales management system - including Outlook (forecast), TEAM funnel, Opportunity Management (Opportunity Review, Opportunity Assessment and Bid Review) and Account Management via Account Planning
Effectively advise and influence customers through consultative selling techniques and relevant marketing campaigns
Strategic Account Planning Via reporting Sales Managers and Sales Associtaes
Map out the key players in the customer account and determine sales implementation strategy
Research the customer environment to be able to populate the business impact model
Understanding of political relationships and their impact on buying behaviours within the customer account in order to determine appropriate sales approach for each level within organisation
Develop competitive sales strategies that anticipates competitor actions and places Teradata as the best in the market to meet customer objectives
Planning, Forecasting and Reporting
Ensure that forecasting is accurate with regards to the value, timeline of closure and probability of closure
Analyse sales activity data, the country's P & L and develop the necessary sales contingency plan to ensure financial profitability and success
Utilise a structured approach for identifying and measuring the quality of potential new business
Analyse creation of solution offer and proposal development to ensure it promotes value based pricing
Leadership:
Motivate and empower sales personnel to achieve the common goal
Set 'tone-from-the-top"
Provide a shared vision
Lead by example
Challenge the status quo
Provide clear direction; champion change, influence others, create an environment that fosters professional and personal success
Coaching and development
Individually coach, mentor and develop sales management and in turn sales associates to enhance their performance. Experience in managing the selling and articulation the TD Value Proposition and/or similar solutions (products and services) to customers is necessary. This includes coaching both consultative selling skills and sales strategy that are situationally driven in the field. Ensure that sales management:
Individually coaches, mentors and develops sales associates to enhance their performance
Evaluates performance and provides one-on-one mentoring and development plans
Develops talent and succession candidates
Coaches to help create winning sales strategies and executes sales engagements
Provides strong executive leadership in sales engagements, Whilst at the same time ensuring the Sales Managers are also coached, mentored and developed and managed in a performance oriented manners
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, and pricing decisions. This also includes an understanding of the meaning and implications of key financial levers that impact overall business performance.
Effectively manage sales resourcing to meet order/revenue and market penetration generation requirements whilst meeting budgeted costs
Ensure account planning, opportunity management, opportunity assessment and territory management is appropriate and timely
Develop and maintain a sales outlook and interlock that outlook with the overall Area outlook
Set, direct, and execute winning sales strategies
Accountable for continuous account planning that drives short term and long term growth
Execute to close new accounts/business
Assign territories and accounts to sales managers/representatives
Manage the sales funnel and the line of sight
Accurately forecast business results/outlook
Manage budget and expense control
Work Environment
Routinely interface with the Presales, Professional Services and Customer
Services Leadership
Routinely interface with peers in Asia South to ensure consistency of approach and co-operative behaviours
Partner with F&A, HR, Learning, and Training
Work in and lead in a teaming environment
Travel to and meet with customers and staff within the geography as required
Maintain the appropriate levels of urgency, attention to detail and commitment to excellence across the sales team
Foster "outside the box" thinking and a "can do" attitude across the sales team
EDUCATION & EXPERIENCE REQUIREMENTS
14+ plus years experience in complex IT sales management with a focus on data warehousing and/or business intelligence in BFSI domain
The applicant is likely to be a highly seasoned professional with experience leading multifunctional teams. Responsible for USD7-15M revenue target
BS or BA degree (or equivalent experience) required.
Demonstrated success in sales management. 75%+ success record for attaining sales management goals.
Industry experience and knowledge is critical.
10 years sales management experience
10 to 15 years managing increasingly complex accounts
Minimum of 5 or more years experience as a manager (e.g. training/ development/ performance management of team, implementing and refining strategy and vision, executing plans).
MUST HAVE
Demonstrable leadership skills and experience.
A demonstrable intricate knowledge of Indian Telco, finance and government purchasing processes.
Demonstrated consultative approach to business problem solving internally or with the customer/prospects and/or partners.
Intuitive sales skills
Strong Analytical Skills.
Experience identifying key business opportunities and initiatives, resolutions and overall strategy for meeting business objectives.
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, benefits, risk, and success factors.
Experience in capturing business opportunity insight and experiences, documenting lessons learned and best practices for reuse.
Highly developed written, conversational and presentation skills with good command of the English language.
PERSONAL ATTRIBUTES
Customer focused.
High degree of energy.
Results oriented.
Self-motivated and competitively driven.
Resilient and focused.
Ability to influence, coach and motivate others and promote teamwork.
High degree of empathy and emotional intelligence.
Leads by example.
Operates with a sense of urgency.
Innovative and resourceful.
Ability to work flexibly in a rapidly changing, ambiguous and often pressure-filled environment.
High level of personal integrity.
Proven high level of initiative, self-motivation and enthusiasm.
BUSINESS ATTRIBUTES
Able to effectively balance the need to operate within budgetary constraints whilst delivering the inputs necessary to achieve business outcomes
Thinks strategically and laterally when making decisions and solving problems.
Ability to transform strategy into results.
Excellent presentation, communication and interpersonal skills.
Ability to mentor and facilitate knowledge transfer.
Support and promote teamwork and cooperative effort.
WORK ENVIRONMENT
Management - ability to understand and accept the business imperative and develop a strong, managed environment that delivers results and focuses on accountability.
Leadership - able to contribute to strategic planning whilst maintaining operational and tactical requirements.
Team focus - works within a sales team environment where results will be based on cooperation with and/or influence of others.
Results orientation - focuses on results and success, conveying a sense of urgency and driving issues to closure. Meeting deadlines and produce high quality work. Optimises available resources.
Relationship building - relates to people in an open, friendly and accepting manner. Shows sincere interest in others and their concerns. Initiates and develops relationships with others.
Travel - expected to travel as required within India and Asia Pacific to attend Leadership Team meetings and other activities.
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