About the Opportunity

The Go-To-Market (GTM) Operations Lead Is responsible for leading the support teams of Teradata's Global Sales organization, partnering directly with the sales, partner and consulting organizations and will be responsible for the following execution categories:

·       Analytics & Insights - through systems, tools, processes and market/customer/partner understanding, deliver proactive and actionable analytics & insights to functional GTM leaders in support of planning and execution

·       Sales Strategy - resource (Teradata & Partner) allocation and prioritization to optimize growth and efficiency, including "last mile" implementation

·       Enablement - In partnership with marketing and product, execute capability building skills in sales, consulting and partner teams, including managing sales tools/technology and driving utilization best practices (i.e. SFDC)

·       Governance - In tight partnership with finance, drive the business execution (comprehensive GTM planning, forecasting/outlook processes, score card management and correction of errors)

·       Incentive Compensation - facilitate the Incentive compensation design process, working directly with sales leadership, finance, and HR to create compensation plans that tie directly to Teradata sales strategy

Primary Responsibilities:

§  Build and run a comprehensive governance model to drive GTM function execution (cross functional pipeline management, forecasting, score card management)

§  Building/documenting material that scope GTM opportunity plans for relevant audiences (BOD, ELT, GTM LT, Partner Leaders)

§  Responsible for delivering proactive and actionable analytics & insights to Sales Leadership

§  Develop sales enablement roadmap, including cross functional needs focusing on upskilling the sales organization

§  Drive business execution in partnership with cross functional teams (finance, HR, product, marketing)

§  Develops governance model for the GTM organization focusing on planning, forecasting, and score card management

§  Drive the incentive compensation process from development to field enablement with cross-functional partners

Minimum Requirements and Qualifications:

§  BS/BA degree or equivalent; MBA degree preferred

§  Demonstrated success leading a sales-operations/sales function, preferably in the technology industry

§  Experience in building successful analytics and enablement organizations

§  Experience working in a SaaS business model environment preferred

§  Experience in driving a functional transformation

§  Track record of proven people leadership including attracting, retaining, developing and performance managing a group of people leaders

§  Advanced interpersonal, listening and communication skills, including presentation and facilitation skills, and a track record of effectively communicating with and influencing at all levels

§  Must possess excellent verbal and written communication skills.

§  Proven project and time management skills with ability to thrive in a fast-paced, team environment and handle multiple tasks simultaneously.

§  Demonstrate personal and professional values consistent with Teradata’s values

§  Be highly collaborative, organized, detail oriented and a stickler for accuracy

Education:

A Bachelor's degree required. A Master’s degree in Finance or Business is a plus.