Global Partner Manager

Requisition Number: 212329

External Description:

Partnership Account Manager / Sr. Partnership Account Manager (PAM)

 

Location: US Virtual

 

Teradata is looking for a highly motivated and experienced individual to be primarily responsible for developing and managing key Teradata partnerships and corresponding solutions on a global basis. Teradata is the leader in data management and data platforms for analytics.  The candidate for this role will be responsible for building and owning partner relationships within external Independent Software Vendors (ISVs) and leveraging the partnership internally and externally to deploy new solutions; enabling and driving sales of subsequent joint solutions is a key focus of the position. Positioning the partnership with field sales, developing appropriate joint marketing plans/activities, and deploying key partnership solution content are key aspect of this position as well.  Responsibilities include relationship and program management, contract management, funnel management, governance, collaborating with product management on roadmap and supporting the GTM sales teams and regional partner organizations. It will be important for this person to work with several different stakeholders in deploying these solutions including executives, corporate marketing personnel, global industry marketing and solutions, field sales, product management and professional services.

Applicants should have a proven track record in partnership management or experience working with Independent Software Vendors (ISV’s) and cloud providers. The scope of the role includes identification of new business opportunities with or through the new partners, including growth within existing Teradata accounts, management of the relationships and sales engagement process to gain agreement with requisite stakeholders on execution.  The role will require exceptional execution skills and interpersonal skills, strong technical skills, and a deep understanding of Teradata strategies and business model

Key Responsibilities  

Drive increased adoption of Teradata with new Teradata solutions via the partnership

Create, develop and execute functional specific initiatives and solutions in line with Teradata’s strategic objectives and yearly targets.

Develop an in-depth understanding of the Partner’s business objectives and effectively communicate and align with Teradata to drive incremental growth.

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.

Work with internal stakeholders to determine priority markets, value propositions and joint solutions for alliances across all industries

Build and own partnerships (joint sell, referral, resell relationships) with key ISVs

Manage partnership agreements and relationship with ISV

Construct joint messaging with partners and industry/solutions marketing

Drive ISV integration and optimizations for Teradata

Position partner with field sales, industry consulting and professional services; support sales call where partner solution is involved.

Drive partner influenced customer deals with field sales

Achieve targeted revenue objectives

Achievement of MBO’s associated with driving revenue and new account development and related activities.

 

Work Environment

The successful candidate will work from a Teradata facility or virtual and will be expected to travel on business (25-40% travel).

 

Skills & Attributes

 

Program realization skills and experience is a must

Sales and marketing materials authorship is a must

Project management skills

Enthusiastic, high-energy individual, self-motivated and self-directed

Strong organizational/business planning skills

Strong relationship building skills

Proven strong oral and written communication skills

Proven ability to effectively work with cross-functional teams

Fluency in English (reading, writing and speaking) is required.

 

Basic Qualifications

Bachelors in Business Administration, Marketing or Computer Sciences

Three to five years of successful experience in alliance management or a successful information technology sales record with some alliance and/or program management experience

Five years of successful industry experience in data-warehouse, analytical software, database management and cloud scenarios

Understanding of systems integration, databases, application architecture and cloud environments

Strong Teradata product and messaging background

 Preferred Qualifications

Work experience with software providers in areas such as Security, ETL, BI, solutions and others.  Examples could include Infomatica, Microstrategy, IBM (various branches), Tableau, Business Objects and related.

Work experience with cloud vendors

Work experience with or at Teradata Corporation

MBA preferred

 

The successful candidate will report directly to the Director of Partnerships.  Grade and salary will be commensurate with the demands of the role and based on experience.

 

*Our total compensation approach includes a competitive base salary, 401(k), strong work/family programs, and medical, dental and disability coverage. Teradata is an Equal Opportunity Employer.

CountryEEOText_Description: 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.

City: San Diego

State: California

Community / Marketing Title: Global Partner Manager

Job Category: Business Development

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.

LinkedIn Remote:

Location_formattedLocationLong: San Diego, California US