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VP, WW Commercial Operations

Location: San Diego, California, United States


Requisition Number: 214746

External Description:

Vice President of World-Wide Commercial Operations

Teradata is the leading connected multi-cloud data platform for enterprise analytics. We are cloud-first and partner led in driving business outcomes for our customers. Our data platform is extensible, providing fundamental capabilities to enable our customers to build and/or buy solutions leveraging Teradata’s modern partner ecosystem

The VP of World-Wide Commercial Operations will lead a globally dispersed, multinational organization comprised of our Process and Technology, Deal Management and Renewal Operations teams. This role governs the foundation of tools and processes utilized by Teradata’s Global Sales teams to keep up with the demand of increasing sales throughout the enterprise, thereby solidifying their business's position in the market. In this role, you will become an expert in Teradata’s sales processes, products, pricing, and programs, and work with sales leaders and product managers to ensure the teams focus on ease of doing business. Your efforts will directly impact revenue-earning business activities, and you will frequently juggle multiple high-priority deadline-driven projects at once. This position reports to the SVP, WW GTM Strategy & Operations.

Key Responsibilities:

  • Develop, communicate, and implement the strategic direction for GTM operational processes, automation, sales analytics, and deal management.
  • Work with stakeholders to align operational strategy to maximize GTM productivity and improve the customer experience.
  • Hire, manage and develop a diverse global organization.
  • Develop and manage KPIs and reporting that further leadership visibility to all necessary information in ‘best’ commercial business decision making; improve organization transparency to deals.
  • Actively own and coordinate daily deal management and quoting priorities and be accountable for the teams executing within agreed to SLAs for Sales Team
  • Provide expert guidance to Field Sales in the areas of deal structuring, pricing, and contract management.
  • Participate in deal reviews with Sales/Sales Leadership to help drive Account-Level strategy on pricing/deal structuring
  • Managing, mentoring, and fostering a synergy within the team and thinking of creative ways to challenge and uplift the team.
  • Working with Sales, Field Sales & Renewals Operations, and Legal throughout the contract process and providing suggestions and assistance in order to ensure proper processing, including but not limited to contract red line review and negotiations.
  • Effectively resolving and championing questions arising between internal processes and customer needs.
  • Remediate process and tool issues that impact selling success by providing insights to improve and enhance processes to drive a smoother, easier, and frictionless experience.
  • Design and implement a business operating system to increase sales organization understanding of impact of deals (individually and collectively) within the Teradata portfolio.
  • Improve the design of the deal desk and proposals functions within the organization to support custom deal reviews and financial analysis
  • Support Sales Leaders and Operations Leaders with insights into team performance and what products we are quoting
  • Partner with Sales Leaders, Sales & Renewals Operations Strategy Team and IT to develop performance reporting analytics, sales technology/CRM, sales effectiveness, customer experience and segment/channel strategy.
  • Manage operational improvement processes
  • Stay current on segment/channel portfolio and market, competition, and trends including analyzing current commercial tactics, concepts, practices and procedures
  • Directly manage various improvement projects and ensure successful outcomes

Basic Qualifications:

  • Undergraduate degree in business or finance, or similar field
  • 15+ professional experience with 8-10 years of experience within the technology industry with a focus on sales, process improvements, IT, finance, pricing, quality. Other industries acceptable if able to demonstrate relevant correlation
  • Demonstrated ability to work in, across, and with large, multinational teams
  • Expertise in quote to cash processes and tools
  • Demonstrated project management experience for a broad range of topics and scope, including experience in large scale project management
  • Established track-record of influencing stakeholders from other functional areas with limited formal authority
  • Excellent written and verbal communication skills. Comfort communicating across all levels within the organization
  • Effective organization and time management skills with ability to work under pressure and adhere to project deadlines.
  • Advanced Microsoft Suite product knowledge (e.g., Powerpoint, Excel)
  • Proficient in Salesforce
  • Proven verbal and written communication

Preferred Qualifications:

  • MBA preferred
  • Experience with global sales processes and practices
  • PMP or other project management certification - AGILE, SCRUM, etc
  • Experience in sales or sales strategy

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. Consistent with Colorado law, Colorado applicants can email the inbox to receive the compensation range information for this role. Please provide proof of Colorado residency in your request.

City: San Diego

State: California

Community / Marketing Title: VP, WW Commercial Operations

Job Category: Sales

Company Profile:

Our Company

Teradata is the connected multi-cloud data platform for enterprise analytics company. Our enterprise analytics solve business challenges from start to scale. Only Teradata gives you the flexibility to handle the massive and mixed data workloads of the future, today.

The Teradata Vantage architecture is cloud native, delivered as-a-service, and built on an open ecosystem. These design features make Vantage the ideal platform to optimize price performance in a multi-cloud environment.

LinkedIn Remote: #LI-Remote

Location_formattedLocationLong: San Diego, California US


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