Area VP India

Job Description

AVP India

What You’ll Do

The Area VP is responsible for providing leadership and fostering a winning sales culture in the Cross Industry sector sales organisation. Furthermore, the Area VP leads their team to develop and execute annual and long-term strategies with Teradata customers. The primary goal is to drive annual recurring revenue and ensure the profitability of the The Area VP is a critical leadership role and will be responsible for managing, scaling and operationalising the Cross Industry sales commercial business. Consequently, the key focus areas for the Area VP will be:

• Sales Leadership by providing clear direction (in terms of team Goals & Objectives), championing change, influencing others, and creating an environment that fosters professional and personal success. Focus is on driving Teradata software consumption through business outcome-led sales, developing relationships with partners to expand our coverage and/or solution portfolio and building profitable Consulting Services revenue and Managed Services recurring revenue.
• Sales Process Management through individual performance management (1-2-1 accountability reviews), coaching, Account and GOST (Goals, Objectives, Strategies and Tactics) planning and sales execution. This involves providing strong leadership in sales engagements, ensuring sales executives are accountable for establishing winning sales strategies, shared expectations with key decision makers and executing sales engagements.
• Change Management by influencing and driving change across multiple stake-holders and departments. The Area VP will regularly partner with relevant stakeholders across the organisation to develop and refine consistent and repeatable processes and offers that enable their Sales team to scale, compete and delight customers. Securing cross-functional support to enable change will be the key to success of the Sales function.
• Managing Sales and Business Results by effectively managing order and revenue generation and business profitability while meeting strategic business objectives. This includes demand creation, funnel management, forecasting, resource planning, asset management, pricing decisions and expense control.

Who You’ll Work With

To be successful, you will work closely with the Geo VP and engage the wider organisation including Sales Technology, Business Outcomes, Partner & Alliances, Consulting Delivery, People Partner, Customer Services & Success, Finance, and Sales Operations. You will report to the Geo VP for South Asia and Korea region.

What Makes You a Qualified Candidate

A successful candidate should be a results-oriented strategic thinker with a proven track record of long-range planning. A self-starter, who is creative and driven and has strong communication and presentation skills. The candidate must possess the ability to lead, advise and advocate for customers, their internal team and previous experience selling data and analytic solutions is desirable. The candidate will need to be successful in collaborating across a matrixed environment. The ideal candidate should be innovative and skilled at seizing opportunities and transforming strategy into results. The candidate should also have a strong executive presence and ability to positively present themselves and the Teradata value proposition to customers, prospects and internal leadership.

What You’ll Bring

• Bachelor degree or Master degree in a business or technical discipline
• 15+ years of B2B sales experience, including account management
• 5+ years of sales management experience (mentoring, coaching, development and performance management of sales teams)
• Experience of selling Hardware, Software, Application and Consulting Solutions
• Demonstrated success in managing and growing $30m+ in annual revenue across a diverse set of industries and customers
• Demonstrated success in sales management with 75%+ success record for making personal sales management goals and minimum of 50% of associates achieving objective