Cloud Marketplace & Partner Co-Sell 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 As Senior Manager, Cloud Marketplace & Partner Co‑Sell Operations, this role is accountable for the end‑to‑end operational engine that powers Teradata’s cloud marketplace presence and partner co‑sell motions. With direct ownership of Teradata’s listings across the AWS, Microsoft, and Google Cloud marketplaces, accountability for the WorkSpan platform as Teradata’s system of record for co‑sell, and operational stewardship of the Dell, ServiceNow, and strategic SI partner co‑sell motions, this leader drives measurable partner‑sourced pipeline, accelerates joint deal velocity, and ensures every cloud and ecosystem partner motion has a single, named operational owner inside Teradata. This role sits at the intersection of Teradata’s Go‑To‑Market (GTM) ecosystem — including Partner Operations, Revenue Operations, IT, Order Management, Pricing, and CPQ — and is externally facing to hyperscaler alliance leadership at AWS, Microsoft, and Google, to Dell and ServiceNow alliance counterparts, and to Teradata’s WorkSpan platform partnership. It demands an operationally rigorous leader who can translate cross‑functional partner strategy into repeatable execution, navigate the technical mechanics of cloud marketplace transactions, and build the kind of disciplined cadence that sustains momentum across long‑running, multi‑stakeholder programs. Key Responsibilities Strategic ownership of cloud marketplace presence: Lead the operational strategy and execution for Teradata’s CSP marketplace footprint across AWS, Microsoft, and Google Cloud — including new listing creation, private offer workflow, transaction enablement, and operational alignment with new product launches on the Autonomous Knowledge Platform and AI Studio. WorkSpan platform ownership: Serve as the named Teradata owner for the WorkSpan co‑sell platform — including configuration, user management, Salesforce integration roadmap, automation enhancements, and the executive operating cadence with WorkSpan leadership. Partner co‑sell operations: Operate the co‑sell motions for Teradata’s priority ecosystem partners — Dell (#1), ServiceNow (#2), and a third strategic SI partner — including deal registration, joint pipeline visibility, partner manager engagement, and rules‑of‑engagement enforcement. Executive cadence and SteerCo management: Operate the quarterly SteerCo with WorkSpan executive leadership and Teradata’s SVP, Partners & Alliances — including agenda, status reporting, escalation management, and follow‑through on commitments across alliance, hyperscaler, and SI workstreams. Process architecture and operational continuity: Translate operational practice into documented, repeatable processes — closing the kind of tribal‑knowledge gap that makes partner motions fragile to individual departures, and ensuring continuity across order management, partner ops, and IT. Reporting to the Vice President, Customer Intelligence: This role is a key member of the Revenue Strategy & Operations leadership team and serves as the operational voice for partner co‑sell performance, including partner‑sourced pipeline outlook, integration health, and SteerCo commitments. Who You’ll Work With Partner with IT, CPQ, Pricing, Order Management, and Salesforce delivery teams to advance the WorkSpan‑Salesforce integration roadmap, including the case‑based private offer workflow and downstream automation. What Makes You a Qualified Candidate Proven track record of leading cloud marketplace and partner co‑sell operations at enterprise scale, with measurable impact on partner‑sourced pipeline and joint deal velocity. Over 10 years of success operating in cloud marketplace, partner operations, or co‑sell roles, with direct experience in at least two of the three major hyperscaler marketplaces (AWS, Azure, GCP). Experience operating WorkSpan, Tackle.io, Labra, or an equivalent co‑sell platform is essential. Demonstrated ability to work cross‑functionally across GTM Operations, Partner Operations, IT, CPQ, Pricing, and Order Management — building durable operating cadences across functional boundaries. Skilled at operating at the intersection of business strategy, partner relationships, and platform mechanics — translating complex multi‑stakeholder programs into clear, repeatable execution. Direct experience working with Dell, ServiceNow, or large SI partners (Accenture, Deloitte, Wipro, LTI Mindtree, or equivalent) is a strong asset. Exceptional written and verbal communication, with the ability to operate effectively with both internal C‑suite stakeholders and external partner executives. Operationally rigorous with a strong attention to detail, while maintaining the ability to zoom out and influence strategic direction. Proficient in Salesforce (SFDC), Excel, PowerPoint, SharePoint, and partner co‑sell platforms, with a data‑driven approach to decision‑making. Adept at bringing structure, discipline, and forward momentum to dynamic, multi‑stakeholder programs, while managing multiple priorities with agility. Embodies and promotes behaviors aligned with Teradata’s values and leadership principles. Holds a degree in business, technology, or a related field; advanced education or partner program certifications (AWS Cloud Practitioner, Azure Fundamentals, Google Cloud Partner Advantage, or equivalent) are a plus. What You’ll Bring Cloud Marketplace Mastery: Direct, hands‑on experience operating enterprise SaaS or platform listings and private offer motions across AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace — including the technical mechanics of listing creation, contract vehicles, marketplace economics, and revenue recognition flow. Co‑Sell Platform Fluency: Deep operational fluency in WorkSpan, Tackle.io, Labra, AWS ACE Direct, Microsoft Partner Center, or similar co‑sell platforms — including admin layer, Salesforce integration, and partner‑facing engagement. Salesforce Integration Discipline: Ability to partner with IT and Salesforce delivery teams to scope, prioritize, and shepherd platform integration work — including data model decisions, automation requirements, and roadmap trade‑offs. Partner Co‑Sell Operational Leadership: Track record of running co‑sell motions with both hyperscaler partners and large hardware or SI partners — with measurable joint pipeline and disciplined deal registration practices. Cross‑Functional Coordination: Demonstrated ability to operate as the connective tissue between Order Management (as platform user), IT (as integration owner), Partner Operations (as relationship owner), and GTM Operations (as motion owner) — without ambiguity over who owns what. External Executive Presence: Experience operating as the named Teradata‑side counterpart to partner executive leadership (alliance VPs, partner‑platform CFO/COO) — including SteerCo facilitation, escalation management, and momentum stewardship. New Product Operationalization: Experience integrating new product launches into existing marketplace and co‑sell infrastructure — including SKU/listing creation, private offer template build, and partner‑facing enablement. Performance Visibility: Comfort with partner‑sourced pipeline measurement, deal registration analytics, and the operational metrics that make co‑sell performance visible to executive stakeholders. Risk Mitigation and Momentum Stewardship: Skilled at identifying partner‑side momentum risks early and managing them through to resolution — including direct engagement with platform partners when programs slow or stall. Operational Communication: Cascade decisions, status, and best practices from the partner ops function to regional teams, field sellers, and executive stakeholders to ensure alignment and enablement. 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. #J-18808-Ljbffr Teradata Group