22 Jun Services Sales Executive
Cloud Services Sales Executive
Global Data & Analytics Software Vendor
Melbourne – VIC
Are you passionate about making large companies smarter and analytics driven? We are a leading cloud data analytics platform company built for a hybrid multi-cloud world, solving the world’s most complex data challenges at scale. The world’s largest and most analytically sophisticated enterprises use our industry-leading Analytic technology solutions and its consulting services to enable them to capture, store, manage, integrate and analyse detailed data to understand and improve business performance.
We’re looking for someone exceptional for an exceptional opportunity. We want a Services Sales professional to work with us to be responsible for the overall Services business development and delivery of Consulting, Transactional and Managed Services within an assigned account, accounts, or industry, playing a key role in account planning and execution, helping to redefine how to sell and deliver business-focused services to existing and new target customers.
You are highly respected for your knowledge, skills and experience to meet our customers’ business requirements through the use of data and analytics at scale. You are a good communicator with strong interaction with the customer understanding their needs, creating offers and mapping existing assets to solve their business problems. You will be working in a combination of physical and virtual office environments, including home, office, and customer site.
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 define and 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.
- Own and manage the consulting funnel and pipeline of opportunities for their designated accounts or territories. This includes maintaining the funnel in Salesforce and to update active opportunities.
- Engage with customers at all levels from Senior Executives to DBAs to outline how data drives value and provide thought leadership – building strong and long-lasting relationships.
- Lead negotiator for proposals and contracts.
- Work with Program Managers and Project Managers to provide scoping, planning, cost estimating, and pricing of Consulting engagements within the overall Consulting portfolio for their account, in conjunction with the Consulting Manager/Director.
- Manage and own the development of proposals for Services, related Statements of Work and Bid Review documents.
- Direct, and support the 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.
- Be responsible for the Consulting forecast, orders, revenue, profit, engagement planning, engagement execution, engagement quality, and client satisfaction.
- Work with Project Managers and Practice Leaders to qualify skills and training required to meet your customer’s needs.
- Work with Global Development Centers to position cost effective offshore/dual shore opportunities and engage GDC resources during positioning, selling and delivery where appropriate.
- Provide direction for solution implementation engagements, of moderate to high complexity, or a collection of multiple projects. Act as a Program Manager / Director as required.
Education and Experience Required
- BS, MBA, or MS in business, technical or professional discipline or equivalent work experience.
- 10 plus years IT industry or related experience, with an “IT worldly” perspective.
- An acknowledged and consolidated experience within the Data domain (Data Warehouse, BI, Data Management, Data Analytics, Advanced Analytics, Big Data, etc.), being able to create solid and trustful working relationships with customers, understand their business strategy and priorities, and use Data & Analytics as an enabler to grow their business.
- Passion to win, entrepreneurial, high energy, responsive and results driven.
- Proven experience in customer relationship management
- Consulting selling experience with a vendor or consulting firm is preferable.
- Experience and ability to work in a matrixed organisation.
- Business management experience including engagement management experience with multiple project streams and complex EIM or Analytics implementations.
- Experience in other competitive products. Knowledge in Open Source Analytics, DB2, Oracle, Analytics Appliances
- One or more Industries experience, ideally in industries such as Finance, Retail and Telco Industries
- Strong consultative, communicative, writing, and presentation skills.
- A people, customer and team orientation.
- A motivated, proactive, organized and “self-starting” attitude and working style. Strong personal and team goal orientation.
- Expertise in developing and delivering working documents that communicate and corroborate complex ideas.
- Strong planning and organisational skills.
- Demonstrated consultative approach to business problem solving internally or with the client/prospects and/or partners.