Senior Account Executive

Our Company

At Teradata, we believe that people thrive when empowered with better information. That’s why we built the most complete cloud analytics and data platform for AI. By delivering harmonized data, trusted AI, and faster innovation, we uplift and empower our customers—and our customers’ customers—to make better, more confident decisions. The world’s top companies across every major industry trust Teradata to improve business performance, enrich customer experiences, and fully integrate data across the enterprise.

As a Senior Sales Executive, you will be the primary revenue owner within the Solutions model. This is a quota-carrying role focused on driving new business growth while expanding and deepening relationships within an assigned portfolio of large enterprise and government accounts.

You will be responsible for:

• Achieving assigned revenue and order targets.
• Managing and growing an existing portfolio of accounts while identifying and converting new opportunities.
• Building and maintaining a strong, balanced pipeline across services and technology solutions.

• Researching target organizations to develop tailored value propositions aligned to customer objectives.
• Identifying and qualifying high-potential opportunities using a structured sales approach.
• Mapping key stakeholders and understanding organizational dynamics, including political relationships and buying behaviors.
• Developing competitive sales strategies that anticipate market dynamics and position Teradata as the preferred partner.
• Applying consultative selling techniques to advise, influence, and guide prospects through complex decision processes.
• Maintaining accurate and actionable Account Plans aligned with established standards.

• Developing and executing a Territory Plan within the first three months of assignment.
• Creating and maintaining Account Plans for managed prospects.
• Managing opportunities end‑to‑end in accordance with the Opportunity Management process, including Opportunity Plans, reviews, analysis, and bid governance.
• Navigating the sales cycle with key stakeholders to ensure timely, predictable deal closure aligned with both customer and Teradata objectives.

• Submitting accurate monthly forecasts aligned to the fiscal calendar.
• Maintaining high‑quality pipeline data and reporting standards within Salesforce.

This role plays a critical part in expanding Teradata’s client base, strengthening incumbency positions, and accelerating long‑term growth.

You will work closely with cross‑functional teams across Sales, Pre‑Sales, Services, Marketing, and Customer Success to develop and deliver compelling, value‑driven solutions for customers.

You will collaborate with:

• Solution architects and technical experts to shape customer proposals.
• Services teams to align delivery capabilities with customer expectations.
• Marketing to leverage targeted campaigns that support account development.
• Sales leadership to align on strategy, forecasting, and performance management.

You will be joining an established and successful sales team focused on enterprise growth, where collaboration, strategic thinking, and disciplined execution are key to success.

• 10+ years of experience in enterprise solution sales or a closely related role.
• Demonstrated success selling complex, multi‑component technology solutions (e.g., bundled software, hardware, professional and technical services).
• Experience navigating large enterprise or government accounts, including capital expenditure planning and budget cycles.
• Proven track record of consistently achieving or exceeding revenue targets in a quota‑carrying role.
• Strong background in strategic account development, including stakeholder mapping and executive‑level engagement (Director/VP/C‑suite).
• Experience building long‑term customer relationships that result in new business growth and expanded incumbency.
• Ability to lead complex tenders, RFP processes, and competitive bids.
• Strong strategic planning capabilities with the ability…