EMEA Telco Practice Lead

Position Overview

Location – this role can be in EMEA locations where there is a Teradata presence

Reporting to the VP Industry (EMEA), the EMEA Telco Practice Leader will lead a small team of experienced Telco specialists across the region. This team will be responsible for providing internal and external thought leadership for our Telco sales teams as well as external stakeholders such as customers, prospects, consultants, influencers and partners. He or she will also be a recognised industry thought leader, able to formulate, shape, and persuasively communicate both why Teradata is more relevant than ever to customers and prospects in the telco industry.

The Telco Practice Leader’s primary responsibility is to lead, coach, develop, and support the team of Industry Experts reporting into him/her. Furthermore, the Telco Practice Leader is also expected to be personally involved in the most strategic and high potential customer opportunities within EMEA, building trust with key decision makers and supporting the broader account team in the selling and closing of innovative services, solutions, and programs that drive recurring Teradata software revenue.

Leading the team, the Telco Practice Leader is also responsible for exercising a quality control function over the outputs of the individual IEs within his/her team, and ensure that proposals are focused, consistent with Teradata’s strategy and maximise the likelihood of driving the objectives of the Account Triad. Working closely with the WW IE team, the Telco Practice Leader is responsible for managing and resourcing related activities to identify, create and communicate assets that are required to support strategic sales and marketing motions. The Telco Practice Leader will also act as a key influencer on other groups within Teradata in respect of asset development and deployment – including (but not limited to) sales and marketing material, industry positioning and white papers, demos, use cases and case studies/references and applications and reusable assets.

Job Specification

The Telco Practice Lead is a critical business leader for Teradata. The leader is responsible for working with his/her team of IEs to drive innovation within the target customer and prospect base on how to deliver high impact business outcomes leveraging their data, Teradata solutions and state of the art analytics. The primary objective with this is to drive consumption of Teradata software to the benefit of the customers. To accelerate the realization of this, the Telco Practice Leader and his/her team will front the selling of assets, solutions, and consulting services at scale, focusing on the largest and most differentiated opportunities. Specifically, the Telco Practice Leader will:

• Lead the Telco Practice with a strong focus on people development, practice initiatives and career development while also serving in a coaching role to his/her team. Also continuously optimize the hiring and assignments of IE resources to accounts, ensuring both continuity and right availability of skills
• Foster a strong and vibrant culture that is focused on a sense of urgency, attention to detail and a commitment to excellence and which encourages creative, “out the box” thinking and a “can do” attitude.
• The Telco Practice lead should create an environment that encourages all members of the practice to engage in collaboration and knowledge sharing, not just within the practice, but across the wider Teradata organization.
• Ensure that all members of the practice work closely with the account teams to qualify opportunities and ensure that there is a consistent focus on the business benefits to be realized by Teradata’s customers from increasing their consumption of Teradata software.
• Support the account teams in developing and exploiting strong relationships with client senior management through the provision of deep subject matter expertise and empathy with the many challenges that our clients operate under.
• Provide thought leadership internally and externally on how Teradata and our solutions can help customers solve their business challenges and deliver real outcomes and ROI.
• Also ensure that the whole practice actively promotes Teradata as a trusted partner with credible assets, client stories and references through extensive external communication, including blogging, social media, conference and press speaking etc.
• When applicable, focus IEs on packaged, value-based services and solutions that drive ROI for the customer and ARR growth for Teradata. Leverage Teradata IP, assets and experience, and minimize risk for our clients

This role will require regular customer interaction whereby working in a combination of on-site and virtual office environments is required. In this position up to 70% travel across EMEA might be required and will vary subject to the customers and team members location.

Candidate Profile

A successful candidate should be a results-oriented strategic thinker with a track record of managing teams consisting of high-performance individuals. We are looking for a self-starter, who is both creative and driven and possesses strong communication and presentation skills. The candidate must have a proven track record of leading, advising and advocating for customers, their internal team and should have a strong executive presence and ability to positively present themselves and the Teradata value proposition to customers, prospects and internal leadership. The candidate will need to be successful in collaborating across a matrixed environment.  The ideal candidate should be innovative and skilled at seizing opportunities and transforming strategy into results.

Successful candidates will possess all or most of the following skills:

• BS, MBA, or MS in business, technical or professional discipline or equivalent work experience.
• Have 12+ years industry experience, ideally including a number of significant functional roles within a leading global organization from one of the industries covered by the practice
• Demonstrate industry thought leadership and the ability to influence and build trust at the C and C-1 level;
• Acknowledged and consolidated experience within the Data domain (Data Warehouse, BI, Data Management, Data Analytics, Advanced Analytics, Big Data, etc.), being able to create solid and trustful working relationships with customers, and understand their business strategy and priorities, and use Data & Analytics as an enabler to grow their business
• Preferably have experience as a business user of Teradata and competitive solutions
• Be able to lead, manage, motivate and coach an extended team of subject matter experts and practitioners throughout a multi-country organization
• Demonstrate a commitment to life-long learning and personal development of both themselves and of the extended teams that they manage;
• Possess good analytical and problem-solving skills and be proficient in the use of both written and spoken business English.
• Acknowledgement and experience in transformation processes, being able to lead change management initiatives.

Teradata is firmly committed to growing and leveraging the benefits of diversity and equal opportunity in all aspects of our business.  We value the unique qualities, abilities and perspectives each person brings to solving business problems. Candidates will be considered solely based on skills, experience and alignment with the responsibilities of the role.