Senior Account Executive - Defence & Intelligence

Teradata; City of Westminster; Hybrid; GBP 148,000 - 222,000; Full time

Job summary

Teradata is seeking a Senior Sales Executive in the UK to own revenue growth within the Defence and Intelligence sector. You will drive new business with large enterprise government prospects while deepening relationships across an assigned portfolio.

You will lead territory planning, qualify opportunities, and manage bids end-to-end, collaborating with solution architects, services teams, and marketing to align on strategy and forecasts.

Qualifications

• 10+ years of enterprise solution sales experience.
• Proven track record selling complex technology solutions.
• Experience navigating large enterprise government accounts and budgets.
• Consistently meeting or exceeding revenue targets in quota-based roles.
• Strong executive-level engagement with Directors/VPs/C-suite.
• Experience leading tenders, RFPs, and bids.
• Knowledge of BI/Data platforms is a plus.
• Value-based selling and demand generation in complex environments.

Responsibilities

• Meet or exceed assigned revenue and order targets.
• Build and maintain a strong pipeline across services and technology.
• Develop Territory Plans within the first three months.
• Manage opportunities end-to-end per the Opportunity Management process.
• Forecast monthly and maintain accurate Salesforce data.

Skills

Enterprise sales

Quota carrying

Stakeholder mapping

RFP processes

Forecasting

Negotiation

Executive engagement

Tools

Salesforce

Job description

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.

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

• 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.

Requirements

• 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.

Why We Think You'll Love Teradata

We prioritize a people-first culture because we know our people are at the very heart of our success. We embrace a flexible work model because we trust our people to make decisions about how, when, and where they work. We focus on well-being because we care about our people and their ability to thrive both personally and professionally. We are committed to actively working to foster an inclusive environment that celebrates people for all of who they are.

Pay Rate: 148,000.00 - 185,000.00 - 222,000.00

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/Benefits

Employees 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