Sr. Director, Industry Vertical Alliances

Job Description

We transform how businesses work and people live through the power of data. Financially strong and profitable, Teradata is approximately US $2Billion in revenue with a cloud-first platform, driving business outcomes for our customers. Teradata has a robust and growing partner ecosystem, and the company is focused on growth through and with our partners. Our platform is extensible, providing fundamental capabilities to enable our customers to build and/or buy solutions. A modern cloud partner ecosystem is critical to Teradata’s cloud-first growth strategy and to maximize value to customers. The Global Alliances & Partnerships team is accountable to build the partner strategy and convert it into execution and ultimately into results.

Job Description:

The Senior Director ISV Industry Vertical Alliances will be an industry and partner leader with laser focus on identifying, recruiting, developing and advancing Teradata and identified partners’ joint solution to co-sell and drive go-to-market and business development functions around cloud ARR growth. Leading a small team of Industry Business Development individuals to focus on 7 key identified verticals: Financial Services, Healthcare and Life Sciences, Retail/CPG, Manufacturing, Telco, Transportation/Travel and Public Sector.

Responsibilities include owning the co-selling relationship with the industry alliance partners, interfacing and contributing deeply with the Teradata sales and accounts teams and driving sales and marketing programs directly with the partners’ sales teams. Acting as an Industry thought leader in at least one of the above-mentioned verticals with deep eco-system knowledge and articulating the business benefit of Teradata with identified Industry partners. With these Vertical Partners, allowing expansion to new use cases and business outcomes in existing clients as well as new logos. Working across the Teradata teams such as Industry Consulting and Strategy and Sales to determine priorities, as well as alignment with priority Verticals and appropriate use cases. This role will be a key partner to our field sales leaders in driving new sales at existing and new logos. This role will also play a key part in driving wins at the most strategic accounts to support the success of our Alliance Partnership program.

Responsibilities:

• Hire, retain and guide a small world class team of Industry Business Development individuals with focus on cloud ARR growth through these industry focused partnerships while driving insights and analytics for our customer on Teradata Vantage Cloud Platform.
• Manage, coach, and support the industry partner ecosystem with Teradata sales teams globally for field sales engagement – ensuring joint sales motions, removing obstacles, and maintaining proper communications with all parties involved in sales opportunities.
• Lead partners and Teradata sales in regional business development efforts and manage joint account planning.
• Develop annual business plan with partners as it relates to the build of mutual pipeline. Ensure quarterly business reviews and course corrections with partner leadership in order to ensure achievement of mutual goals and quotas.
• Build long term and strategic relationships with partner executives, as well as partner & field sales teams
• Manage and attend shared PR and marketing activities across partners.
• Serve as the first point of contact for select industry partners and be the liaison between Teradata sales teams and partners.
• Act as player-coach with a bias for action.
• Coordinate and drive new business activities from start to finish with concise and clear reporting and communication of activities highlighting business impact.

Qualifications:

• Minimum of 15+ years of professional experience in sales, sales management, and technology industry with over 5 years of experience getting results through partnerships with well-regarded cloud, hardware, software and/or services companies with focus on business development and industry strategic alliances and partnerships.
• Experience working for and deep understanding of enterprise software and/or cloud service provider or independent software companies.
• Expertise and deep industry knowledge in at least one of the seven identified verticals.
• Experience in business development/partnerships that produced measurable impact
• Distinctive problem-solving, strategic, and analytical capabilities
• Experience building and leading high performing revenue-generating teams
• Bachelor’s degree or equivalent.
• Excellent written and oral communication skills
• Go-Getter and comfortable with ambiguity and change while driving towards growth.
• An enthusiastic, high-energy, and motivated individual who is visibly passionate and can attract and form lasting relationships.

Ability to travel (up to 25%) in support of above responsibilities.