Executive Account Manager

Executive Account Manager

Title: Executive Account Manager
Location: Illinois-Chicago
Executive Account Manager

The Strategic Account Executive (SAE) is responsible for Sales and PS business development and delivery of data warehouse solutions within Sears Holdings Company, located in Hoffman Estates, IL. This position is a "specialist role" and will be considered the account "lead" and focuses on the management and growth of client relationships through effective engagement delivery and resulting value. In conjunction with the PS team, the AE creates and executes the sales strategy through effective customer meetings, high-level customer relationships, personal and professional credibility, and the development of proposals and Statements of Work. It is the Account Executive who positions and drives the sale of TD Platforms and Professional Services and serves as the lead negotiator for proposals and contracts. A dedicated Professional Services Solution Architect will partner with the AE to position, plan, and oversee PS engagements.

The SAE directs, manages, and supports the execution and delivery of customer solutions from a holistic services and technology perspective. This includes strategic planning, team organization, project direction, the performance of project audits and quality checks, participation in client steering committees, and maintenance of client relationships while meeting revenue and profitability targets. In summary, the AE has responsibility for Teradata Solution orders including Teradata Platforms, Customer & Support Services, PS revenue & profit, engagement planning, engagement quality, and client satisfaction. The AE may also provide guidance and investment recommendations to the respective Business Solutions Group in his/her specialization area. This position reports to the Region Director.

The Account Exec leads a dedicated team of Teradata Associates focused at delivering Teradata Technology and Business Solutions to the customer. The Account Exec has the contacts and the ability to leverage the resources of Teradata Engineering and Centers of Expertise to the benefit of the customer.


Key Responsibility Areas

Key responsibilities for the Sales Account Executive include:

· Meet or exceed Sales Quota for the account on a yearly basis.
· Position Teradata Products and Services to benefit the customer
· Gain understanding of specific customer, including the business/industry, company profile, business plan and key initiatives in the organization.
· Lead Account Strategy and Account Planning sessions.
· Coordinate delivery of services from both CS and PS seamlessly to the customer.
· Engage Engineering Resources to collaborate on Product enhancements beneficial to the customer.
· Improve internal support systems and processes and drive the use, reuse and creation of TD PS and CS knowledge assets.
· Oversee the PS Solution Architect as they direct data warehouse, or other Teradata solution implementation engagements, of moderate to high complexity, or a collection of multiple smaller projects.
· Provide proactive project governance, in conjunction with the Executive Program Manager, for all projects under the Project Director's span of control, including structured reviews and oversight of project activities.
· Ensure engagements are completed on-time, within budget, and within customer expectations for quality and functionality. Increase profitability of engagements.
· Maintains and communicates engagement status to all stakeholders (internal and external) in reports and meetings. Insure consistency, accuracy and timeliness of communications across all stakeholder groups.
· Identify sales opportunities; participate in pre-sales planning, engagement pricing, bid review and presentation of sales proposals.

Education and Experience Requirements

· BS, MBA, or MS in business, technical or professional discipline or equivalent work experience.
· Minimum of five years as an internal or external consultant with broad exposure and experience in a variety of circumstances and a proven record of success.
· Hands-on Experience working with a large, multi-disciplined major account.
· Hands-on experience in multiple business disciplines such as technology sales, consulting services, business operations, project management, information technology, software development, marketing and sales with a proven ability and record of success.
· Personal growth and continuous education in business strategies, design concepts and methodologies and/or technologies.
· Strong communication and presentation skills. Able to effectively represent all Teradata organizations.