Global Alliances Lead – System Integrators and Consulting Firms

Job Description

Global Alliances Lead – System Integrators and Consulting Firms

Location: Anywhere in EMEA close to a Teradata office

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 VantageTM, is an extremely scalable, secure, and resilient offering that simplifies ecosystems by connecting data and making it easier to uncover insights from across the organization...regardless 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.

This is a unique opportunity to join our team in a period of fast growth and expansion. If you are interested in working in a startup like environment where you can directly influence the future of cloud-based analytics solutions and services, then Teradata is the place for you. You will join a team of business development professionals, cloud experts, and business builders to deploy cloud services and cloud native integrations that bring Teradata’s analytics capabilities to the public cloud platforms.

Teradata is looking for an exceptional leader to develop and grow our business with leading Global System Integrators and Consulting partners, with a specific focus on developing Teradata cloud-based offerings and executing strategic go-to-market initiatives that will help our customers achieve their digital future.

The candidate for this role will own the success of our relationship with several strategic services partners including program management, contract management, funnel management, governance, financial metrics and will collaborate cross-functionally with product management on roadmap and supporting the GTM sales teams and regional partner organizations. If you are a high energy, collaborative individual who can manage multiple touch points, take ownership of the business and create strong relationships across the organization and work collaboratively to support the success of our business within Teradata and the Cloud organization, this is the role for you.

Applicants should have a proven track record in general management of a Partner and experience working with Global SIs and Consutling Firms. The scope of the role includes identification of new business opportunities with or through the partner, including growth within existing Teradata accounts, management of the relationships and sales engagement process to gain agreement with requisite stakeholders on execution. The applicant will own the relationship with the partner, the business development, support sales and maintain up to date best practices on partnership. The role will require exceptional strategy and interpersonal skills, solid understanding of the Cloud Provider technology & GTM, and a deep understanding of Teradata strategies and business model. This role will report to the VP for Global System Integrators and Consulting Firms partners.

In this role, you will:

• Develop, manage, and execute highly strategic and impactful partner business plans that grow partner business and facilitate cloud consumption & digital transformation. Develop end-to-end plans that fully consider short- and long-term goals, solution strategies, and performance expectations that are aligned with partner’s needs and capabilities.
• Use a variety of strategies to convey the value of partnering with Teradata over competitors based on partner business. Combat competition throughout the selling and account management lifecycle.
• Develop strong relations and advocates with key decision makers on the partner side, and their ecosystem, as well as internally in Teradata to support growth of our business.
• Coach and challenge partners to transform their plans and strategies around Solutions and services.
• Identify new business opportunities with or through partners, develop plans for how Teradata can leverage these and gain agreement with requisite stakeholders on execution.
• Work with technical teams to build solutions or services and to demonstrate proof of concept (POC). Leverage technical resources at Teradata for technical information and to evaluate partner products and services. Align technical resources to articulate and bring business value to the partner.
• Support sales development where the partners are involved by maintain up to date best practices on partnership.
• Develop go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Teradata and partner sales goals. Prioritize and allocate go-to-market resources across accounts.
• Ensure partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secure marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans.
• Create, develop, and execute functional or sector specific initiatives and offers in line with partners and Teradata strategic objectives.

Education and skills you’ll use:

• A bachelor’s degree (graduate degree a plus) as well as 10+ years’ experience in managing complex relationships with one or more of the following skills:
• A strong understanding of and practical experience in alliance management specifically within high-tech at a strategic, tactical, and operational level.
• Enterprise sales leadership experience
• Partner/customer cloud services strategy development experience
• Ability to analyze partner business model & financials to develop business models and new revenue streams
• Must have the ability to frame ambiguous business opportunities, create structured business recommendations, adapt quickly based on senior stakeholder input and effectively communicate to internal & external leadership teams.
• Demonstrated ability to motivate & drive sales results through a global v-team
• High degree of Executive presence; proven ability and experience to operate effectively at senior management and C-executive levels.
• Demonstrated ability to quickly gain trust and credibility
• Strong Interpersonal and communication skills. Ability to deliver effective diplomatic communications as well as handle sensitive information and materials in a confidential manner
• Technical background in databases, enterprise software, and current knowledge of Teradata solutions is desired.
• Passion to win, entrepreneurial, high energy, collaborative, responsive, and results-driven self-starter
• Ability to deal well with change and be a team player, builder, and leader.
• Excellent presentation skills and confidence
• Be proficient in the use of both written and spoken business English.

The successful candidate will report directly to the VP, Global SIs and Consulting Firms Alliances. The successful candidate will work from a Teradata facility or virtual and will be expected to travel on business (25-40% travel).

Teradata invites all identities and backgrounds in the workplace. We work with deliberation and intent to ensure we are cultivating collaboration and inclusivity across our global organization. ​ We are proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, color, ancestry, religion, creed, sex (including pregnancy, childbirth, breastfeeding, or related conditions), national origin, sexual orientation, age, citizenship, marital status, disability, medical condition, genetic information, gender identity or expression, military and veteran status, or any other legally protected status.