Director, Partner Development Executive

What You'll Do

This is a unique opportunity to join our team in a period of fast growth and expansion. If you are interested in working in a startup-like environment where you can directly influence the future of cloud-based analytics & AI solutions and services, then Teradata is the place for you. You will join a team of business development professionals, cloud experts, and business builders to deploy cloud services and cloud native integrations that bring Teradata's analytics capabilities to the public cloud platforms.

Teradata is looking for an exceptional leader to grow our business with a portfolio of several priority global and regional SIs, Advisors, and Resellers with a specific focus on developing Teradata cloud-based offerings and executing strategic go-to-market initiatives that will help our customers achieve their digital future.

The primary focus for this role will be to own the success of our relationship with those partners and the secondary focus will be to own the development of new alliances with other global and regional partners. Those activities will include program management, contract management, funnel management, governance, financial metrics and collaborate cross-functionally with product management on roadmap and supporting the GTM sales teams and regional partner organizations. The Global Partner Development Executive is ultimately responsible for attainment of revenue objectives, growth targets as well as having matrix management responsibility for a cross-functional sales, services and support organization aligned with annual and long-term strategies to develop, grow and maintain our Alliance with those partners. The Global Partner Development Executive will also develop and maintain strong collaborative relationships with our Teradata Engineering, Product Management, Marketing, Finance and Services teams in support of tight alignment between the partners and team Teradata.

If you are a high-energy, collaborative individual who can manage multiple touch points, take ownership of the business and create strong relationships across the organization and work collaboratively to support the success of our business within Teradata, this is the role for you.

Applicants should have a proven track record in sales and general management of global alliances. The scope of the role includes identification of new business opportunities with or through the partner, including growth within existing Teradata accounts, management of the relationships and sales engagement process to gain agreement with requisite stakeholders on execution. The applicant will own the relationship with the partners, the business development, support sales and maintain up to date best practices on partnership. The role will require exceptional strategy and interpersonal skills, solid understanding of the Cloud Provider technology & GTM, and a deep understanding of Teradata strategies and business model. This role will report to the VP for SIs, Advisors, ISVs and Resellers.

Responsibilities

• Develop, build, maintain and execute the global partner business plans providing focus in generating new revenue.
• Manage, foster and grow relationships at the executive level with high visibility across all industry sub-segments.
• Drive increased adoption of Teradata solutions with partners; facilitate communication, enablement, and resource alignment to accelerate growth.
• Create, develop and execute functional or sector specific initiatives in line with the partner's 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's side as well as internally in Teradata to support growth of our business.
• Identify new business opportunities with or through the 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 partners.
• Support sales calls and consulting engagements where the partners are involved by maintaining up-to-date best practices on partnership.
• Achievement of sales and business development objectives associated with driving revenue and new account development and related activities.

Who You'll Work With

The successful candidate will report directly to the VP for SIs, Advisors, ISVs and Resellers. The successful candidate will work from a Teradata facility or virtual and will be expected to travel on business (25-40% travel).

What Makes you a Qualified Candidate

A successful candidate should be a strategic thinker, self-starter who is creative and driven. The candidate must possess the ability to lead, advise and advocate for partners. The desired candidate should be innovative and skilled at seizing opportunities and transforming strategy into results.

• BS, MBA, or MS in business, technical or professional discipline or equivalent work experience. Highly seasoned professionals with significant experience leading multi-functional teams.
• Minimum of 10 years of general management / leadership experience and, ideally, similar tenure of global alliances management experience (training/development/performance management of sales/consulting team).
• Minimum of 5 years of hands-on, Major account, goal ownership experience.
• Must have the ability to frame ambiguous business opportunities, create structured business recommendations, adapt quickly based on senior stakeholder input and effectively communicate to internal & external leadership teams.

What You'll Bring

• Strong understanding of and practical experience in alliance management specifically within high-tech at both a strategic, tactical, and operational level.
• Enterprise sales leadership experience.
• Partner/customer cloud services strategy development experience.
• Ability to analyze partner business model & financials to develop business models and new revenue streams.
• Demonstrated ability to motivate & drive sales results through a global v-team.
• 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.
• Technical background in databases, enterprise software, and current knowledge of Teradata solutions is desired.
• Passion to win, entrepreneurial, high energy, collaborative, 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.

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.