Partner Sales Senior Manager

Requisition Number: 213763

External Description:

Teradata is looking for a highly motivated and experienced individual to manage, grow and develop the regional relationship with Teradata’s strategic partners in addition to boosting joint execution with Cloud Service Providers, System Integrators, Resellers & Distributors, and ISVs.  This position requires a high energy individual that can manage multiple touch points and create strong relationships across the organization and work collaboratively to support the success of our business within Teradata and the partner organization. 

Applicants should have a proven track record in partnership management or experience working with global / regional Systems Integrators/Consulting, Cloud-native or Analytics focused partners. The scope of the role includes identification of new business opportunities with or through the partner to a) gain new customers (New logo), b) grow within existing Teradata accounts (expansion) and c) boost migration to cloud. The applicant will identify, recruit, onboard and manage the key partners on the market which will accelerate Teradata’s business in the region. The applicant will support the integration of the key market solutions and coordinate efforts with tech and industry resources between Teradata and the ISV. The applicant will create or contribute to business cases to evaluate the growth potential for both the partner and Teradata. He/she will manage the relationships and sales engagement process to gain commitments with requisite stakeholders on execution.  The applicant will develop presentations and materials, deliver sales pitch and presentation including Teradata’s value proposition in different technical environment (interoperability, technical requirements, technical assets), calls and maintain up to date best practices on partnership. The role will require exceptional interpersonal skills, strong strategic sense and a deep understanding of our Teradata offer and strategy to cloud and 3^rd parties model. The applicant will deliver a comprehensive map of the partner landscape and a strategic partner plan to accelerate the business.

 

Candidate Profile:

Successful Candidates must:

• Drive the increased adoption of Teradata solutions with the partner organization; facilitate communication, enablement and resource alignment to accelerate growth
• Create, develop and execute functional or sector specific initiatives in line with partner and Teradata strategic objectives
• 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 as well as internally in Teradata to support growth of our business
• Identify new business opportunities with or through partners, develop plans for how Teradata can leverage these and gain agreement with requisite stakeholders on execution
• Develop presentations and materials to support sales with and through partner
• Support sales calls and consulting engagements where partner is involved by maintaining up to date best practices on partnership
• Achievement of MBO’s associated with driving revenue and new account development and related activities
• Build and develop a business pipeline of opportunities with/through partners

Successful candidates will preferably:

• Have experience of selling / supporting solution sales in the public cloud

 

Qualifications:

• A bachelor’s degree (graduate degree a plus)
• 10+ years’ experience in

• Sales to/with partners in a tech environment
• Managing business opportunities through partners (like SI or resellers)
• Onboarding new partners and facilitating readiness (enablement)
• Building relationships for business at one or more types of partners: ISV, Cloud providers, SI

• Knowledge of the key independent software solution in at least one industry (preferred FSI) and/or data analytics add-on solutions

• One or more of the following skills:

• • A strong understanding of and practical experience in alliance management specifically within high-tech at both a strategic, tactical and operational level
  • Strategy, business planning formulation and execution experience, with measurable result
  • Experience managing complex relationships across multiple levels and disciplines
  • Ability to manage a complex selling environment where objectives between the Partner and Teradata may not always be aligned
  • 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
• Current knowledge of Teradata solutions is recommended
• Passion to win, entrepreneurial, high energy, 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

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: Partner Sales Senior 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