Senior Account Executive - Defence & Intelligence

What You’ll Do

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 within Defence and Intelligence sector, deepening relationships within an assigned portfolio of large enterprise government prospects.

You will be responsible for

• Driving Results and Growth
• Achieving assigned revenue and order targets.
• Building and maintaining a strong, balanced pipeline across services and technology solutions.
• Strategic Prospecting and Account Planning
• 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.
• Account and Opportunity Management
• 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.
• Reporting and Operational Discipline
• 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.

Who You’ll Work With

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.

• What Makes You a Qualified Candidate
• 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 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 to translate account strategy into measurable results.
• Knowledge of Business Intelligence, Data Warehousing, Analytics, or related enterprise data platforms is preferred.
• Experience in value-based selling and demand generation within complex buying environments.
• What You’ll Bring
• A customer-first mindset with strong consultative selling capabilities.
• High energy, initiative, and resilience in competitive and ambiguous environments.
• Strong executive presence and the ability to influence senior stakeholders.
• Excellent communication, presentation, and negotiation skills.
• A disciplined and structured approach to pipeline management and forecasting.
• The ability to collaborate cross-functionally and positively influence internal teams.
• High personal integrity and strong emotional intelligence.
• Sensitivity to data security and governance requirements; security clearance is a plus.
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