Our client is a specialist provider, leveraging world-class technology and leading practices to architect, implement and support sustainable ICT-based business solutions. They pride themselves in enabling their customers to succeed within their digital transformation journey. Our client seeks to appoint a Solution Sales specialist to assist in building on the successes of the existing sales team, with the aim of expanding its footprint and driving further growth and success. A well-established team of Teradata consultants works closely within the account team to generate significant and sustainable consulting services revenues, and to develop strategic initiatives that exploit the value and capabilities of an ever-expanding Teradata Eco-system environment.

Key Responsibilities
Results and Growth.
ACV and ARR Growth goal attainment.
Continued capture of relevant data in the Teradata eco-system to enable the introduction of information and value-based business improvement programs and projects.
Strategic Prospecting.
Continuously research the relevant industry segment to be able to develop the value propositions for Teradata solutions.
Utilize a structured approach and Teradata’s qualification tools for identifying and measuring the quality of potential new business initiatives.
Develop an understanding of political relationships and their impact on buying behaviors within the account(s) to determine appropriate sales approaches for each level within the organization.
Develop a competitive sales strategy that anticipates competitor actions and places Teradata as the best in the market to meet customers tactical and strategic objectives.
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, with the objective to influence the corporate strategy regarding the use of Data and Analytics
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.
Account planning.
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 Client fiscal calendar.
Update pipeline-management system tool at least weekly to maintain accurate opportunity forecast.
Complete all assigned training within the timeframes allotted.
Account and Opportunity Management.
Maintain the Account Plan in accordance with the established Account Plan standard.
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 the sales process with key players in a timely manner to minimize issues in the close of an order and ensure client’s 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.
Essential Competencies
Account Planning and execution
Excellent presentation, communication, and interpersonal skills
Understanding and current use of a consultative questioning model. For example, SPIN selling or Challenger
Competence in professional consultative selling skills such as SPIN questioning.
Ability to build trusted relationships with customers that assist with the positioning of Teradata products and solutions
Ability to transform strategy into results.

Location & Type e.g. Remote/ Hybrid
Johannesburg (Hybrid)

Non-Negotiables
Previous experience in the Financial sector Industry
Demonstrated results – please outline your quotas / achievements in your application
Experience in both Account Management and growth in large accounts and New Customer wins
Experience in selling complex technology solutions. E.g., SaaS, Data & Analytics solutions, ERP, software, professional services, and technical services Selling Experience
Understanding of and success in a sales environment that requires the 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
Demonstrated success in proactively prospecting into existing accounts
Demonstrated success in selling cloud offering Planning Experience:
Strategic planning skills
Experience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growth
Ability to lead complex proposals
Proven ability to deliver against demanding targets
Minimum Requirements
Bachelor’s degree in a computer science/business or equivalent Work Experience
10 years Solutions Sales experience
Previous experience in the Financial sector Industry
Demonstrated results – please outline your quotas / achievements in your application