Integration Partner Development Manager

Requisition Number: 208805

External Description:

Integration Partner Development Manager, EMEA

Integrator Development and Growth

The Integration Partner Development Manager, EMEA will lead the onboarding and development of a set of named Integrators across EMEA reporting into the Integration and Consultancy Partner Lead, EMEA. He/she will be actively engaged in successfully executing against the transformation of the Integration Partner strategy. The individual will support the identification of Integration Partners pan EMEA and the areas of joint business focus. He/she will ensure a smooth and successful onboarding, identification of agreed metrics for growth, and strong relationship building to ensure accelerated growth through a select number of Integration Partners. A close link with the Teradata field sales team is imperative.

The Integration Partner Development Manager will have clearly defined targets and will be working as part of the EMEA GPO Team ensuring that they are fully supporting the success of that GEO. 

The three measures of success are: 

Successful onboarding of identified Integration Partners: Focusing on fulfilling the Teradata partner growth strategy near, mid-term and long term through an identified set of Integration Partners. Having experience of identifying, onboarding and agreeing areas of focus is imperative alongside experience of direct sales and how an indirect model can be used to accelerate growth (existing customers and net new logo).

Integration Partner Growth: Each partner will have an area of focus – segment / industry. Metrics need to be agreed and monitored.

Relationship Management: Managing relationships is core to the success of this role: both partner and business units within Teradata. Measures such as direct feedback, partner growth and CX excellence will be in place that ensure the role is successful in building and driving transformation through relationships. 

Job Specification

• Building and enabling a network of Integration Partners pan EMEA
• Agree areas of vertical focus and align metrics
• Enablement of identified partners
• Ongoing relationship building (pan partner and including decision makers, influencers, sales people)
• Programs, promotions and incentives to accelerate growth
• Close alignment with Teradata field sales to ensure success and partner inclusion in account planning, forecasting and QBR’s
• Driving the use of Teradata knowledge resources and tools ensuring that they are fully leveraged (EBC’s / demos / trials, etc)
• Use of Big Bet funds to drive growth

Candidate Profile

Successful candidates will have the following profile:

• Ability to think strategically, and to transform strategy into results. Assumes personal responsibility for achieving business results
• Exceptional communications and presentation skills. Ability to positively represent yourself and Teradata
• Demonstrated ability to lead successful partner engagements through managing relationships
• Experience and proven success of leading complex sales engagements through a partner from a field sales lens perspective
• Sales leadership experience
• Strong experience on proactively engaging with ‘new’ Integration Partners and agreeing a joint plan / onboarding
• Strong experience on understanding and managing account and partner P&L
• Strong interpersonal skills with the ability to work strategically at C level
• Strong analytical skills
• Strong understanding of impact on margins in a sales / partner environment
• Understanding and experience of Partner Programmes and Framework Agreements
• Partner orientation — Able to maintain ongoing relationships with clients to support a strong relationship, mutual understanding, and meeting of their needs and repeat business
• Team player – ability to work with multi-disciplined teams and work with many parts of the Teradata organization
• Strategic and visionary thinking
• 10 years plus experience of working in a software / services / recurring revenue environment

 

Measures of Success:

• Partner Satisfaction levels
• Driving and accelerating repeatable YoY growth for both the partner and Teradata
• Deep knowledge of the partner strategy and where Teradata fits with a view to growing mutually identified verticals / customers
• Mutually (Partner and Teradata) agreed metrics to monitor and measure success
• Successful onboarding of a set of Integration Partners

 

CountryEEOText_Description: 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 an anti-racist company because our dedication to Diversity, Equity, and Inclusion is more than a statement. It is a deep commitment to doing the work to foster an equitable environment that celebrates people for all of who they are.

City: London

State: Greater London

Community / Marketing Title: Integration Partner Development Manager

Job Category: Sales

Company Profile:

Our Company

At Teradata, we believe that people thrive when empowered with better information. That’s why we built the most complete cloud analytics and data platform for AI. By delivering harmonized data, trusted AI, and faster innovation, we uplift and empower our customers—and our customers’ customers—to make better, more confident decisions. The world’s top companies across every major industry trust Teradata to improve business performance, enrich customer experiences, and fully integrate data across the enterprise.

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Location_formattedLocationLong: London, Greater London GB