Sr Director Ecosystem and Alliances AMERICAS

Requisition Number: 214452

External Description:

Location: Minneapolis, MN, United States or Remote

Title: Senior Director Ecosystem & Alliances AMERICAS

 

 The Global Alliances & Partnerships team is accountable to build the partner strategy and convert it into execution and ultimately into results. This organization’s objectives are to:

• Build: Develop a global partner strategy, tightly aligned to the cloud-first company and integrated into the GTM strategy. Construct the required global and regional programs.
• Enable: Identify, recruit and enable targeted partners scaling needed capacity and capability.
• Activate: Build and execute in region GTM plans, targeting high potential industries, customers, prospects, and/or workloads with particular emphasis on joint Teradata & partner co-selling.

These objectives will yield high impact business outcomes for our customers and drive Teradata recuring revenue.  Key partner categories in Teradata’s partner ecosystem include:

• System integrators (SI): Global and region SIs are critical to support our customers’ migration of data warehousing workloads to the cloud, to build customer solutions, and to expand Teradata access and influence to executive decision makers.
• Independent software vendors (ISV): Teradata will build and activate a curated ecosystem of ISVs with vertical or horizontal solutions, applications, or tools, aligned to high potential industries, customers and prospects.
• Resellers: In certain markets, Teradata will scale market coverage and results through distributors and resellers.
• Cloud service providers (CSP): The three global CSPs (AWS, Microsoft, and Google) are critical as cloud platforms and to scale Teradata’s GTM coverage and influence.

Reporting to the SVP of Worldwide Alliances & Partners, the Regional Partner Leader role is responsible for converting these broad Partner ecosystem objectives into action and will build a high performing field partner organization to support, serve and drive results with partners, as well as ensuring engagement with the Regional GTM team across Sales, Support, Technical, Consulting, Marketing. This organization will be a very capable “selling team” tightly integrated into Teradata’s GTM model and teams, and directly contributing to account planning, deals and customer value. Additionally, very tight internal alignment with other Teradata functions, including strategy, product, operations, sales, consulting, and marketing, will be required for success. Externally, this leader will leverage relationships with senior Partner leaders and scale Teradata influence through the Partner’s teams to build and execute a strong Teradata engagement. The leader will be a contributing member of the WW Alliances & Partner Leadership Team.

 

 

 

 

 

Responsibilities

Team:

• Recruit and manage a world class team of: program managers, partner managers, and partner enablement resources as the Systems Integrator partner ecosystem scales

Strategy:

Own development of the Partner ecosystem and Teradata’s Partner strategy, clearly framing every function (sales, consulting, customer success, operations, etc.) and drive ongoing internal cross-functional alignment with appropriate members of the Leadership across Teradata. Ensuring tight alignment with the Regional GTM teams.

• Execute partner strategy with and through global and regional sales, consulting, customer success, and operations leadership, ultimately driving partner and Teradata seamless alignment in front of customers and prospects, leading to value for all (customer, partner, & Teradata)

• Responsible for operating budgets within the Regional/Field organization of the Global Alliances & Partnerships program; monitor and control expenditures; manages variance between budgeted and actual expenditures of time, dollars, and personnel while meeting overall Global Partner financial objectives.

 Partners:

• Build ecosystem of high-performing global and regional partners and activate each with and through the Teradata sales force
• Expand relationships with existing and new partners by deeply understanding joint value exchange, drive expansion opportunities, develop and drive joint go-to-market strategies, and deploy joint offers to the field
• Drive yearly and quarterly planning reviews with partners and integrate partners directly into the Teradata account planning process
• Manage/support the contractual relationship with the partner, construct joint messaging, and support field engagement and enablement programs.

Key Performance Indicators

• Examples of metrics (to be scoped and agreed) may include financial (annual recurring revenue, pipeline, conversion rates, etc) and non-financial such as capacity (number of partners by region/industry/partner type, etc), deal registrations (active deals, close ratio, etc), people trained (technical & sales), partner satisfaction. Operationalize metrics for broad consumption and sales action modification.

 

Teradata is an equal opportunity employer in all aspects of our business. We are excited by the unique qualities, abilities, and perspectives each person brings, and candidates are considered on all the fundamentals they may bring to the role and the team.

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: Seattle

State: Washington

Community / Marketing Title: Sr Director Ecosystem and Alliances AMERICAS

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.

LinkedIn Remote: #LI-Remote

Location_formattedLocationLong: Seattle, Washington US