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.
What You'll Do :
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In this role
you 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.
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. You will identify, recruit, onboard and manage the key partners on the market which will accelerate Teradata’s business in the region. You will support the integration of the key market solutions and coordinate efforts with tech and industry resources between Teradata and the ISV. You will create or contribute to business cases to evaluate the growth potential for both the partner and Teradata. You manage the relationships and sales engagement process to gain commitments with requisite stakeholders on execution. You 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.
Who You'll Work With :
This role reports into the Senior Director EMEA Partner Sales and interfaces directly with sales leaders in EMEA to drive Teradata’s joint go-to-market activities. If you are a high-energy, collaborative individual who thrives in complex, fast-moving, cross-functional/cross-company environments, this is the role for you.
Minimum Requirements :
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
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
What You'll Bring :
You 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 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. You will deliver a comprehensive map of the partner landscape and a strategic partner plan to accelerate the business. You should have exceptional interpersonal, account planning, and negotiation skills in addition to demonstrated experience in sales pipeline management and co-selling.
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