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Experience across a number of industries/verticals to offer flexible staffing options or experience in highly regulated industry (eg, government, public sector, healthcare, financial services); and the. Ability to drive successful delivery teams that continually evolve and improve our ability to execute on time and above expectations. Main tasks & key responsibilities. Drive operational excellence Assess customer's ongoing analytical environment (eg, ITSM assessment) from product and services perspective. Provide recommendations to improve performance and value to the customer Actively manage operational risk (eg, manage test, configuration), Provide expertise on industry/TDC best practice on operational excellence (eg, ITIL, change management); industry-specific expertise only required for highly regulated verticals (eg, healthcare & government), Facilitate collaboration and joint planning between services teams throughthe creationof services community focusedaroundcustomer experience, elimination of overlaps, and creation of leverage between organisations when feasible (may require collaboration tool); and Provide client-related knowledge management; ensure knowledge relative tothe clientis maintained and shared in a timely manner across teams. Manage service account Builds a trustedadvisorrelationship with customer teams (executive level vs. operational) responsible for production support and infrastructure mgmt.; liaises with SMEs (CS/MS) for technical or specific info on change and releasemgmt./operationsmgmt. Manages communication of overall execution against contractual SLAs for operational and infrastructure support services tothe customer; Manages CS/MS onthe deliveryof specific proactive services as entitled (System Health reviews, Incident reviews, Risk items like tech alerts); Provides input onongoingservices contract renewal process; and Identify customer training needs and recommend appropriate coursework to improve usecases/businesscase (vs. technical). Manage and track customer satisfaction Improve the customer experience by determiningcross-functionalprocess improvements either within TDC or with customer; Advocate/program manage customer escalations cross-departmentally; Articulate customer business needs to cross-functional organizations to improve, enhance existing offers or to create new services offers; Survey customer experience and determine ways to improve customer satisfaction/NPS ratings; Put proactive measures in place to get a360-degreeview of the customer (eg, NPS, Incident surveys, Consumption/usage of system/services) to detect early signals of at-risk renewals and design a playbook to address risks; and Consolidate and report customer results and forecasts (high-level trends, highlight key exceptions, compare cross-functional delivery). Manage incidents/events Manage customers onboarding TD (Cloud or on Premise), especially integration of tools (eg, ITSM, Viewpoint); Serve as a focal point for communication and incident management during critical events (eg, facilitate communication between TD engineering and customer); Manages root cause analysis for critical incidents (esp. when cross-functional), and Oversee post critical event reviews focused on root caused and corrective actions (TD and Customer actions). Manage service delivery Manage Service Delivery Fidelity (SOW compliance and action); Evaluate and communicate delivery and systems metrics/SLA achievement, and engage in value based/roadmap activities and incorporate resultant plans reporting on a weekly, monthly and quarterly basis, and Manage resource oversight & coordinationofongoing operational resources (CS, MS) including new team member onboarding. Generate sales leads and support sales Identify and hand-off upsell opportunities; Regularly meet with account team lead to discuss account strategy and future sales opportunities; Regularly meet with EDC Engagement Partner to discuss account strategy and future sales opportunities; Promote customer engagement in various TD forums (sales events, User groups, User forums), and Assist and provide input in contract negotiations. Provide technical advice Provide ongoing, high-level technical leadership (Cloud and on Premise) and align servicesmission/strategyfor customers across multiple TDC service organizations, and Oversee provision of best practice guidance for managing environments and system change activities (eg, assist with NPARC, upgrades, forklifts, PDCR configuration). Our Company. Teradata (NYSE: TDC) is the leading multi-cloud data platform company for enterprise analytics, transforming how businesses work and people live through the power of data. At Teradata, we are leading the data era. As enterprises address today's digital economy, they are faced with new competition and consumer expectations and are turning to data to power their future. Teradata has worked with the largest companies in the world for 40+ years, bringing our experience and expertise to support global enterprises with their most demanding, mission-critical, complex, and large-scale data needs. Teradata is recognized as a leader in the cloud, data, and analytics spaces by top analyst firms, Gartner and Forrester, and Fortune Magazine as well. Our connected multi-cloud data platform for enterprise analytics, Teradata Vantage, is an extremely scalable, secure, and resilient offering that simplifies ecosystems by connecting data and making it easier to uncover insights from across the organizationregardless of where that data resides. With Vantage, we enable companies to modernize their data management, from start to scale. Every day, millions of users benefit from our open data platform. Empowering customers and partners to develop and build how they like, we enable hundreds of business outcomes and solutions, including improving customer experience and profitability, driving operational efficiency, realizing financial transformation, or achieving operational efficiency. As the world of data grows, we are the leader in enabling the future of connected businesses, powered by data intelligence. We are committed to delivering on this vision by following sustainable business practices and with a strong focus on diversity, equity, and inclusion. We believe that only by embracing diversity of identity, thought, background, expression, and perspective can we solve today's challenges and reimagine tomorrow's world.
Client Services Executive
Teradata, Canberra, n Capital Territory
Client Services Executive. Location: Canberra. Industry Focus: Government. Position Overview. The Client Services Executive (CSE) is responsible for the overall Teradata Services business development and delivery of Teradata Consulting, Transactional and Managed Services within an assigned account, accounts, or industry, playing a key role in account planning and execution, helping to redefine how to sell and deliver business-focused services to Teradata's existing and new target customers, across both Teradata and associated eco-system solutions, thereby contributing to business growth. You are highly respected for your knowledge, skills, and experience to meet our customers' business challenges through the use of data and analytics at scale. You are a good communicator with strong interaction with the customer understanding their needs, creating offers, and mapping existing assets to solve their business problems. You will be working in a combination of physical and virtual office environments, including home, office, and customer site. Local travel up to 70% is expected depending on the location of the candidate with respect to the customer(s) site(s). Some International travel may be required for training. Key Areas of Responsibility: Develop in-depth understanding of their customer's objectives, including the business, industry, company profile, business plan and key initiatives of the organization. Engage at all levels of the customer from the Senior Executives to the Database Administrator (DBA)Develop strong relationships and build advocacy with key decision makers at Customers. In conjunction with the Account Executive and other members of the account team (the Sales Quad), define and/or enhance the account plan and strategy including the development of opportunities that drive Annual Recurring Revenue growth and Services Revenue. Identify, develop, and own Services opportunities within their assigned accounts and industry. Own and manage the consulting funnel and pipeline of opportunities for their designated accounts or territories. This includes maintaining the funnel in Salesforce and actively updating opportunities. Engage with customers at all levels from Senior Executives to DBAs to outline how data drives value and provide thought leadership - building strong and long-lasting relationships. Position and drive the sale of Teradata Services per the Teradata Strategy and serve as the lead Teradata negotiator for proposals and contracts. Work with Program Managers and Project Managers to provide scoping, planning, cost estimating, and pricing of Teradata Consulting engagements within the overall Consulting portfolio for their account, in conjunction with the Teradata Consulting Manager/Director. Manage and own the development of proposals for Teradata Services, related Statements of Work and Bid Review documents. Direct, and support the execution and delivery of customer solutions from a services perspective, including participation in client steering committees, project audits and quality checks. Be the point contact for issue resolution and managing escalations. Be responsible for the Teradata Consulting forecast, orders, revenue, profit, engagement planning, engagement execution, engagement quality, and client satisfaction. Work with Project Managers and Practice Leaders to qualify skills and training required to meet your customer's needs. Work with Global Development Centers (GDC) to position cost effective offshore/dual shore opportunities and engage GDC resources during positioning, selling and delivery where appropriate. Provide direction for solution implementation engagements, of moderate to high complexity, or a collection of multiple projects. Act as a Program Manager/Director as required. Education and Experience Required: BS, MBA, or MS in business, technical or professional discipline or equivalent work experience. 10 plus years IT industry or related experience, with an IT worldly perspective. An acknowledged and consolidated experience within the Data domain (Data Warehouse, BI, Data Management, Data Analytics, Advanced Analytics, Big Data, etc.), being able to create solid and trustful working relationships with customers, understand their business strategy and priorities, and use Data & Analytics as an enabler to grow their business. Passion to win, entrepreneurial, high energy, responsive and results driven. Proven experience in customer relationship management. Consulting selling experience with a vendor or consulting firm is preferable. Experience and ability to work in a matrixed organization. Business management experience including engagement management experience with multiple project streams and complex EIM or Analytics implementations. Experience in other competitive products. Knowledge in Open Source Analytics, DB2, Oracle, Analytics Appliances, to be able to draw comparisons with Teradata. One or more Industries experience, ideally in industries such asRetail/Healthcare/Manufacture industries. Strong consultative, communicative, writing, and presentation skills. A people, customer, and team orientation. A motivated, proactive, organized and self-starting attitude and working style. Strong personal and team goal orientation. Expertise in developing and delivering working documents that communicate and corroborate complex ideas. Strong planning and organizational skills. Demonstrated consultative approach to business problem solving internally or with the client/prospects and/or partners. Experience identifying key business opportunities and initiatives, solutions, and overall strategy for meeting business objectives. Ability to scope and create action plans through business needs analysis which include critical thinking and analytical reasoning that identifies the business opportunity with the most compelling ROI analysis, business benefits, acceptable risk profiles, and success factors. Experience in capturing business opportunity insight and experiences, documenting lessons learned and best practices for re-use. OTHER ATTRIBUTES: Operates with an appropriate sense of urgency. Innovative and resourceful. Ability to work flexibly in a rapidly changing, ambiguous and often pressure-filled environment. Ability to influence and coach others. High level of personal integrity. Have a proven high level of initiative, self-motivation, and enthusiasm. Thinks strategically and laterally when making decisions and solving problems. Ability to transform strategy into results. Excellent presentation, communication, and interpersonal skills. WORK ENVIRONMENT: Team focus - works with a sales team, Customer Success, Solution Engineering, and shared services support teams where results are based on cooperation with and/or influence of others. Results orientation focuses on results and success, conveying a sense of urgency and driving issues to closure. Meeting deadlines and produce high quality work. OTHER REQUIREMENTS. All applicants must be an Australian citizen and be able to obtain a Federal Government security clearance. Teradata is an equal opportunity employer in all aspects of our business. We are excited by the unique qualities, abilities, and perspectives each person brings, and candidates are considered on all the fundamentals they may bring to the role and the team. Our Company. Teradata (NYSE: TDC) is the leading multi-cloud data platform company for enterprise analytics, transforming how businesses work and people live through the power of data. At Teradata, we are leading the data era. As enterprises address today's digital economy, they are faced with new competition and consumer expectations and are turning to data to power their future. Teradata has worked with the largest companies in the world for 40+ years, bringing our experience and expertise to support global enterprises with their most demanding, mission-critical, complex, and large-scale data needs. Teradata is recognized as a leader in the cloud, data, and analytics spaces by top analyst firms, Gartner and Forrester, and Fortune Magazine as well. Our connected multi-cloud data platform for enterprise analytics, Teradata Vantage, is an extremely scalable, secure, and resilient offering that simplifies ecosystems by connecting data and making it easier to uncover insights from across the organizationregardless of where that data resides. With Vantage, we enable companies to modernize their data management, from start to scale. Every day, millions of users benefit from our open data platform. Empowering customers and partners to develop and build how they like, we enable hundreds of business outcomes and solutions, including improving customer experience and profitability, driving operational efficiency, realizing financial transformation, or achieving operational efficiency. As the world of data grows, we are the leader in enabling the future of connected businesses, powered by data intelligence. We are committed to delivering on this vision by following sustainable business practices and with a strong focus on diversity, equity, and inclusion. We believe that only by embracing diversity of identity, thought, background, expression, and perspective can we solve today's challenges and reimagine tomorrow's world.
Customer Success Manager
Teradata, Canberra, n Capital Territory
Position Overview Customer Success Manager. Teradata is looking for an awesome new team member to join our Australia & New Zealand Customer Success organization working with our Government Customers in Canberra. If you have experience in Data & Analytics, either in a technical role as a user or have a strong Customer Success background working for a technology company, we would really like to talk with you. Teradata has changed our business model significantly over the past few years and our Customers mostly consume our solutions via a recurring subscription model. We have also made significant investment and progress in deploying Teradata in the Public Cloud. Our Customer Success Managers establish and enhance our customer relationships to promote adoption, consumption, retention and loyalty and are the link to Teradata experts who assist customers in getting maximum value out of their Teradata subscription. Customer Success Managers work with our most strategic customers, who rank among the best and largest in their industry, including supporting financial institutions, manufacturers, Telcos, retailers, airlines, major government entities. You will need to be a good communicator, with an ability to see both the widescreen and the close-up of how technology provides solutions and opportunities for your customers. And when we say communicate, we mean you'll be with people up and down our Customer's organization from the DBAs to senior executives. So, you will have a good deal of responsibility, but you will also have autonomy to make your own decisions, and what you will learn and gain in experience just isn't found anywhere else. As a Customer Success Manager, you will thrive from working as part of a team, working actively with our Account Executives, Business Consultants, delivery consultants, field engineers and the extended support organization. You will become a 'trusted advisor' to your clients; your technology leadership, experience, not forgetting your business skills, means you can seek out and develop opportunities for Teradata solutions that meet your customer's needs. So, if your passion for real, deliverable solutions to some of the world's biggest data challenges matches ours, and what we've said appeals to your sense of adventure, come and work for us. What you will be doing: You will have one or more target accounts, which in partnership with the Account Team, you develop a relevant, actionable customer success plan. Inspiring Customer's confidence in Teradata software and services through your professionalism and expertise to ensure they are successful in their utilization and adoption of Teradata technology. Drive utilization of Teradata software and services, through the success of the customer. Educate Customers on how to use Teradata solutions to solve their most demanding business issues. Serve as trusted technical advisor to clients and a facilitator of additional Teradata SMEs and functions. Increase use of Teradata software through positioning of new features, use cases and adding new applications. Demonstrating technical expertise and credibility with customers, from technical admin to the CDO/CIO. Partner with other account team members on overall account planning and strategy . Partner with the account team and renewal managers to ensure renewals are completed on time as well as looks for opportunities for upselling. What skills are needed for ideal candidates: 'Passionate' and enthusiastic about data, analytics and Teradata. Have at least 10+ years hands-on experience in architecting/designing/supporting/delivering analytics solutions for large enterprises in either a pre-sales, delivery or senior user role and/or have a strong background in Customer Success from working with a technology company. A clear, confident, trustworthy and persuasive communicator, who can make a clear and understandable logical argument and successfully defend their position. Demonstrate ability to understand the customers' needs and provide thought leadership to influence and build trust at different customer levels. Have a keen interest and understanding of developments in the data and analytic technology world. Have an excellent ability to multi-task and juggle priorities while ensuring you and the teams work life balance is kept in check. Possess strong analytical and problem-solving skills, and of course, be proficient in both written and spoken English. Demonstrate excellent organizational and people skills. Have a degree level qualification in Computer Science, Software Engineering, Mathematics, Management Information Systems or a related discipline. Teradata highly values diversity and equal opportunity in all aspects of our business. We are excited by the unique qualities, abilities and perspectives each person brings, and candidates are considered on all the attributes they may bring to the role and the team. Grade and salary are commensurate with the demands of the role and based on skills and experience. And you can work from a local Teradata facility or virtually, depending upon your preference. You will meet with customers and account teams in-person, and a small amount of local and international travel is needed from time to time for training purposes. The role allows for some flexibility of working hours in line with the immediate needs of your customers and the account team. Our Company. Teradata (NYSE: TDC) is the leading multi-cloud data platform company for enterprise analytics, transforming how businesses work and people live through the power of data. At Teradata, we are leading the data era. As enterprises address today's digital economy, they are faced with new competition and consumer expectations and are turning to data to power their future. Teradata has worked with the largest companies in the world for 40+ years, bringing our experience and expertise to support global enterprises with their most demanding, mission-critical, complex, and large-scale data needs. Teradata is recognized as a leader in the cloud, data, and analytics spaces by top analyst firms, Gartner and Forrester, and Fortune Magazine as well. Our connected multi-cloud data platform for enterprise analytics, Teradata Vantage, is an extremely scalable, secure, and resilient offering that simplifies ecosystems by connecting data and making it easier to uncover insights from across the organizationregardless of where that data resides. With Vantage, we enable companies to modernize their data management, from start to scale. Every day, millions of users benefit from our open data platform. Empowering customers and partners to develop and build how they like, we enable hundreds of business outcomes and solutions, including improving customer experience and profitability, driving operational efficiency, realizing financial transformation, or achieving operational efficiency. As the world of data grows, we are the leader in enabling the future of connected businesses, powered by data intelligence. We are committed to delivering on this vision by following sustainable business practices and with a strong focus on diversity, equity, and inclusion. We believe that only by embracing diversity of identity, thought, background, expression, and perspective can we solve today's challenges and reimagine tomorrow's world.
Security Sales Specialist, AWS Security
Amazon, Canberra, Any
DESCRIPTION Amazon Web Services (AWS) is one of Amazon's fastest growing businesses. We are passionate about thinking big, innovating on behalf of our customers, and tackling problems at scale. Cloud computing is disrupting industries everywhere, and we are eagerly seeking talented, entrepreneurial-minded individuals to join us as we continue build on the AWS platform. Would you like to own driving the revenue and adoption in the UK/EMEA for Wickr, a newly-acquired AWS Privacy and Compliance Security Service? Do you have the business savvy and the technical background necessary to help further establish Amazon as the leader in the cloud computing space and Wickr as the leader in end-end encrypted collaboration?As a Privacy and Compliance Sales Specialist for AWS Security, you will have the exciting opportunity to help shape and deliver on a strategy to build mind share and broad use of Wickr across both public sector and commercial segments throughout APJ/ANZ. Your responsibilities will include helping to define key market segments to target, driving the necessary business and technical relationships with customers and partners to establish new business in those markets, and enabling the sales team to drive the day-to-day interactions with prospects in order to build long-term business opportunity. You'll also work closely with the product/service teams to help them evolve the products/services and address issues, concerns, and requests from the field.The ideal candidate will have both a business background that enables them to drive an engagement and interact at the CxO/VP level, as well as a technical background that enables them to easily interact with software developers and architects. The ideal candidate has also sold into the Public Sector (defense, intel, federal civilian, state and local, public health, etc) with an understanding of the nuances that come with a public sector sales role. He/she should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges, with the ability to build and convey compelling value propositions, and work cross-organizationally to build consensus. A keen sense of ownership, drive, and scrappiness is a must.Roles & Responsibilities:• Serve as key member of Privacy and Compliance Security Specialist team, helping to drive overall Wickr AWS market and technical strategy.• Help define the AWS Wickr market segments, customer base, and industry verticals we target.• Set a strategic go-to-market plan for target markets and ensure it's in line with the AWS Wickr strategic direction.• Execute the strategic go-to-market plan and exceed quota while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.)• Identify specific prospects/partners to approach while communicating the specific value proposition for their business and use case.• Incubate the business pipeline by engaging with prospects, partners, and key customers.• Work closely with the customer base to ensure they are successful using our web services, by making sure they have the technical resources required.• Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings.• Develop and evangelize best practices, patterns, and state-of-the-art techniques broadly within the AWS customer base.• Understand and exploit the use of internal Amazon systems to analyze customer adoption patterns.• Prepare and give business reviews to the senior management team regarding progress and roadblocks to closing new customers.• Develop long-term strategic partnerships in support of our key markets.• Handle a high volume of engagements and the fast pace of the cloud computing market. #gtmsecurity #wickrBASIC QUALIFICATIONS - 7+ years of demonstrable success selling enterprise software- Enterprise security experience (Cloud & Hybrid)- A verifiable network of trusted customer executive relationships throughout the federal government and/or commercial segmentsPREFERRED QUALIFICATIONS • Broad background covering privacy and compliance security and core distributed computing concepts, fundamentals of cloud computing and virtualization, storage systems, etc.• Experience as a technical security practitioner, architect, or decision maker• Experience selling to Fortune 1000 and/or Global 2000 organizations• Experience with cloud computing and or related fields (IT, software, etc)• MBA or equivalent relevant business experience• Solid negotiation skills, and business and financial acumen• Strong analytical skills, and demonstrated ability to turn detailed data analysis into useful strategic insight in order to drive customer adoption and make appropriate recommendations to the business• Experience with, and detailed knowledge of the support market and insights related to cloud computing and IT• Strong verbal and written communications skills are a must, as well as leadership skills• Demonstrated ability to work effectively across internal and external organizations is key• Solid negotiation skills, and business and financial acumen#BDSecuritySalary: . Date posted: 12/02/2021 08:23 PM