What You'll Do As a New Logo Account Executive for Public Sector at Teradata, you will be responsible for identifying, developing, and closing net-new business opportunities across federal, state, local, and education (SLED) organizations. You will build strategic relationships with agency leaders and key stakeholders, uncover modernization initiatives, and position Teradata's data, analytics, and AI solutions to help agencies achieve mission-critical outcomes.
This is a strategic, hunter-focused role where success is driven by creating demand, penetrating new accounts, building executive relationships, and generating new customer acquisition within an assigned public sector territory.
- New Customer Acquisition: Identify, engage, and acquire new public sector customers within an assigned territory. Develop account penetration strategies that generate net-new opportunities, expand Teradata's footprint, and drive revenue growth.
- Strategic Prospecting and Account Development: Build and execute targeted prospecting plans focused on agency modernization initiatives, data transformation programs, AI adoption, operational efficiency, and mission-critical priorities. Establish relationships with executive decision-makers, procurement leaders, technical stakeholders, and program owners.
- Solution Selling: Collaborate with Industry Experts (IE), Solution Engineers (SE), Inside Sales Representatives (ISR), and alliance partners to design and present data, analytics, and AI solutions that align with agency objectives, compliance requirements, and strategic goals. Articulate the value proposition of Teradata's products and services to both technical and non-technical audiences.
- Territory Planning: Develop and execute strategic territory plans to achieve new logo sales, revenue targets, and services sales objectives within the public sector vertical. Identify opportunities for reference selling, partner-led demand generation, and new customer attainment.
- Public Sector Expertise: Stay current on government technology trends, funding initiatives, procurement models, compliance requirements, modernization priorities, and evolving public sector challenges. Leverage this knowledge to provide thought leadership and recommend solutions that address agency-specific needs.
- Pipeline Development and Forecasting: Build and maintain a robust, accurate pipeline of net-new opportunities. Utilize the company's CRM tools to track progress, forecast revenue, manage prospect engagement, and drive opportunities through the full sales cycle.
- Negotiation and Deal Execution: Lead contract negotiations, pricing discussions, and proposal development processes while navigating public sector procurement frameworks and customer purchasing timelines. Work closely with legal, finance, and contracting teams to ensure terms and agreements align with company policies and customer expectations.
- Cross-Functional Collaboration: Collaborate with internal teams, including solution architects, data scientists, consultants, customer success leaders, alliance partners, and project managers, to advance opportunities, support successful project delivery, and deliver an exceptional customer experience.
- Market Intelligence: Provide insights and feedback to the company about public sector market trends, competitive landscape, agency priorities, and emerging opportunities. Contribute to the continuous improvement of Teradata's offerings and go-to-market strategy for public sector customers.
Who You'll Work With You will work closely with cross-functional teams to ensure the successful positioning of Teradata's products and services, while driving net-new customer acquisition and building long-term partnerships across the public sector vertical. Key collaborators may include Industry Experts, Solution Engineers, Inside Sales Representatives, Alliance Partners, Customer Success teams, legal, finance, and executive leadership stakeholders.
What Makes You a Qualified Candidate - Bachelor's degree in Business, Marketing, Engineering, Public Administration, Information Technology, or a related field. MBA or relevant advanced degree is a plus.
- Proven track record of success in a quota-carrying new logo sales role selling cloud, data, analytics, AI, enterprise software, IT solutions, or consulting services.
- Experience developing and closing net-new business opportunities within Federal, State, Local Government, or Higher Education accounts is highly desirable.
- Strong understanding of public sector processes, procurement cycles, compliance considerations, modernization priorities, challenges, and trends.
- Exceptional communication and presentation skills with the ability to convey complex technical concepts to executive, business, procurement, and technical audiences.
What You'll Bring - Hunter mentality with a passion for creating demand, opening new accounts, and winning new business.
- Ability to build and nurture relationships at executive levels across new public sector prospects and key stakeholder groups.
- Results-driven mindset with a focus on achieving and exceeding new logo sales targets.
- Effective prospecting, negotiation, contract management, and deal-closing skills.
- Proficiency in using CRM software and other sales productivity tools to manage pipeline, activity, and forecasting.
- Willingness to travel as needed to meet with prospects, clients, partners, and attend public sector industry events.
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Pay Rate: $212,700.00 - $265,800.00 - $319,000.00 On-Target Earnings
Starting pay for the successful applicant will depend on geographic location, internal equity, job-related knowledge, skills, and candidate experience. Sales roles will be eligible for commission payments tied to quota achievement. All other permanent roles will be eligible for one of our annual incentive plans, which are based on company financial attainment and individual performance. Employees in this position are eligible to participate in the Company's benefits programs, which generally include health care, life and disability insurance, retirement savings, and time-off programs. Benefit details vary by country and plan, including eligibility and available options, and will be shared during the hiring process. Additional information is available here: https://www.teradata.com/About-Us/Careers/BenefitsEmployees in this position are also eligible to participate in the Company's comprehensive benefits programs, which include healthcare, life and disability insurance plans, a 401(k)-retirement savings plan, and time-off programs. Specific details of these benefits, including eligibility criteria and plan options, will be provided during the hiring process and can be reviewed here: https://www.teradata.com/About-Us/Careers/Benefits
