Alliance Leader

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. What You'll Do Teradata (NYSE: TDC), the world's leading data analytics company, is looking for people who are passionate about helping our customers leverage cloud services to join our Teradata Go To Market (GTM) team. This is a unique opportunity to join our team during fast growth and expansion. If you are interested in working in a startup-like like environment where you can directly influence the future of cloud-based analytics solutions and services then Teradata is the place for you. This position is part of the WW Alliances and Partner organization. Teradata is looking for a highly motivated and experienced individual to manage, grow and develop Teradata’s global partnership with AWS. Teradata is a leader in the Analytics market with offerings that span Cloud, On-Premises, and Hybrid Cloud solutions. Our Cloud Providers and Partners are a strategic area of focus. This position is an integral part of the WW team working directly with sales leaders, pre-sales teams, consulting, and ISV partner teams. The candidate for this role will be responsible for owning the global level relationship and development of our business with AWS. If you are a high-energy, collaborative individual who can manage multiple touch points, create strong relationships across the organization and work to support the success of our business within Teradata and the Cloud organization then this is the role for you. Applicants should have a proven track record in partnership management or experience working with Cloud vendors, preferably AWS. The scope of the role includes identifying new business opportunities with or through the Cloud Partner, including growth within existing Teradata accounts, managing the relationships and engagement process to gain agreement with requisite stakeholders on execution. The applicant will integrate relevant Cloud Providers into account planning and co-sell motions, support sales calls, and maintain up-to-date best practices on partnership. The successful candidate will report directly to the VP of Strategic Alliances. In this role, you will: Define and execute a strategy to build effective GTM plan and support the critical initiatives to grow Teradata’s business in partnership with AWS. Engage regularly with top AWS leaders to cultivate and strengthen the Teradata and AWS peer-to-peer relationships at an executive level. Be a catalyst to driving impact with urgency with AWS through your relationships. Maintain excellent understanding of Teradata’s strategies and business models. Retain deep, current knowledge of the AWS programs and funding resources available, and ensure Teradata is leveraging these programs to win. Work collaboratively with Teradata Engineering, Product, and Product Marketing teams to develop Teradata solutions running on Azure. Solutions should be related Industry Solutions Cloud opportunities, from prospect to signature, working with account teams, partners, pre-sales, and consulting. Assist the GTM sales organization and AWS to understand the importance of approaching AWS leadership and Sales in a way that supports the enablement of Teradata and our customers/ prospects to benefit from cloud agility, innovation fully, and cost savings. Drive increased co-sell Teradata motion with our AWS; facilitate Industry Solution Accelerators, drive collaboration, enablement, and resource alignment to accelerate growth. Develop an in-depth understanding of AWS’s business objectives and effectively communicate within Teradata to drive incremental growth. Collaborate with Marketing to prioritize the most effective marketing activities to drive impact and awareness. Develop strong relations and advocates with key decision makers at AWS, their ecosystem, and internally in Teradata to support the growth of our business. Identify new business opportunities with or through AWS, develop strategy and plans for how Teradata can leverage these, and gain agreement with requisite stakeholders on execution. les with and through Microsoft. Who You'll Work With This position is an integral part of the WW team working directly with sales leaders, pre-sales teams, consulting, and ISV partner teams. What Makes You a Qualified Candidate 5+ years of AWS alliances, channel, or partner sales experience. A bachelor’s degree (graduate degree a plus) as well as five years’ experience in managing complex relationships with partners. Strong understanding of and practical experience in alliance management, specifically within high-tech at both a strategic, tactical, and operational level Strategy, business planning formulation, and execution experience with measurable results Experience managing complex relationships across multiple organizations, levels, and disciplines Ability to manage a complex selling environment where objectives between the Cloud Partner and Teradata may not always be aligned 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 Technical background in databases, enterprise software, and current knowledge of Teradata solutions is desired What You Will Bring Strong Interpersonal and communication skills. Ability to deliver effective diplomatic communications as well as handle sensitive information and materials in a confidential manner Passion for winning, 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 Be proficient in the use of both, written and spoken business English. The successful candidate will work from a Teradata facility or virtual and will be expected to travel on business (~25% travel) 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 committed to actively working to foster an inclusive environment that celebrates people for all of who they are. Teradata is proud to be an equal opportunity 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. We welcome and encourage individuals from all backgrounds to apply and join our team, bringing their unique perspectives and experiences to help us innovate and grow. Pay Rate: 284100.0000 - 355200.0000 - 426200.0000 On-Target Earnings Starting pay for the successful applicant will depend on geographic location, internal equity, job-related knowledge, skills, and candidate experience. Sales roles will be eligible for commission payments tied to quota achievement. All other permanent roles will be eligible for one of our annual incentive plans, which are based on company financial attainment and individual performance. Employees in this position are also eligible to participate in the Company’s comprehensive benefits programs, which include healthcare, life and disability insurance plans, a 401(k)-retirement savings plan, and time-off programs. Specific details of these benefits, including eligibility criteria and plan options, will be provided during the hiring process. #J-18808-Ljbffr Teradata