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SalaryTeradata's comprehensive suite of AI/ML technologies and capabilities, externally branded as ClearScape Analytics, enable the largest and most analytically sophisticated organizations in the world operationalize analytics at-scale on the Vantage platform.
The AI Industry Specialist (AIS) is an experienced and expert seller comfortable working across analytics and line of business buying centers to drive continued growth from target customers and prospects. Comfortable with engaging with senior stakeholders they identify, co-lead and co-manage sales motions for opportunities within the finance industry working with the account executives and go-to-market teams. They have quota ownership for expansions and sales opportunities to line of business and analytics buying centers at our top targets.
Key Responsibilities include:
- Achieving expansion targets - in coordination with Account Executives, Customer Success Managers, and Industry Strategists, you will build and manage an expansion opportunity pipeline for ClearScape Analytics with an industry focus, sufficient to achieve current and future targets.
- Account planning & strategy - you will coordinate and execute the sales strategy for your focus industry; from top-down awareness, contacting and engaging analytics and business influencers, through to use cases and associated analytics value propositions.
- Relationship building - developing credibility and establishing relationships based on analytics knowledge, application to real world scenarios, and focusing on generating value for the customer, you will engage personas at appropriate levels - influencers, decision makers and economic buyers.
- Customer consideration & influence - lead discovery & scoping activities that highlight ClearScape value differentiators and lead to strong business case development.
- Sales Opportunity Management - demonstrate strong control of all sales motions including opportunity stage progression from awareness, consideration to close. Managing opportunities using indicators including MEDDPICC scores, sales stages and aging, as appropriate.
- Internal Evangelism - Educate the wider Teradata Go-To-Market population on customer, industry and market trends, successes and key learnings.
- Contribute to Industry Strategy - aligning to industry analytics maturity and common themes that can be leveraged to define an engagement strategy for an account.
- Teradata Point of View & Roadmap - Stay current and influence Teradata AI strategy, roadmap and differentiation.
Working closely with data scientists, industry strategists and partners the AI Industry Specialist will accelerate the ability to expand and acquire new customers, contribute to industry strategy and play a key role in evolving the capabilities of the GTM organization.
- Account Team: Co-lead with the Account Executive to understand and develop account goals, strategy, objectives, & tactics to target the AI &/or Line of Business Buying Centers.
- Industry Strategy: Works with Industry Strategist to align on key trends, partners, our POV, sample use-case curation and messaging.
- Data Science & Sales Tech: Works with Pre-Sales Data Scientists, Architects and Solution Engineers to understand” as is” and “to be” analytics strategy and landscape.
- Client Services & Partner Sales: Works with Consulting and Partners to deploy post PoC / PoVs and create supporting proposals.
- Customer Success: Works with Customer Success Managers to understand customer usage patterns (via telemetry) and key user communities, drive customer education & adoption of features, and execute the overall account plan.
Bachelor's or master's degree in business or analytics related field.
- 8-12 years of experience selling, consulting and/or leveraging software & services specifically in the AI/ML and data analytics space.
- Demonstrated success in developing and managing complex enterprise software sales and/or large account relationships in the finance industry.
- Proven ability to interact effectively with 'C' and VP level executives.
- Is driven, innovative, a self-starter and strategic thinker with strong executive presence.
- Can lead, advise, and advocate for customers and is able to build trusted relationships with customers.
- Possesses account management discipline across all sales stages.
- Has previous experience selling statistical, machine learning, text, path, AI, etc. AI &/or GenAI solutions.
- Has awareness and comprehension of the latest AI/ML & GenAI analytics techniques and how they apply to business decisions.
- Possesses excellent presentation, communication, and interpersonal skills
- Thrives in teamwork environment, is collaborative and recognizes the value of different perspectives.
