Global Partner Manager
Teradata

Job Info

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Partnership Account Manager / Sr. Partnership Account Manager (PAM)

Location: US Virtual

Teradata is looking for a highly motivated and experienced individual to be primarily responsible for developing and managing key Teradata partnerships and corresponding solutions on a global basis. Teradata is the leader in data management and data platforms for analytics. The candidate for this role will be responsible for building and owning partner relationships within external Independent Software Vendors (ISVs) and leveraging the partnership internally and externally to deploy new solutions; enabling and driving sales of subsequent joint solutions is a key focus of the position. Positioning the partnership with field sales, developing appropriate joint marketing plans/activities, and deploying key partnership solution content are key aspect of this position as well. Responsibilities include relationship and program management, contract management, funnel management, governance, collaborating with product management on roadmap and supporting the GTM sales teams and regional partner organizations. It will be important for this person to work with several different stakeholders in deploying these solutions including executives, corporate marketing personnel, global industry marketing and solutions, field sales, product management and professional services.
Applicants should have a proven track record in partnership management or experience working with Independent Software Vendors (ISV's) and cloud providers. The scope of the role includes identification of new business opportunities with or through the new partners, including growth within existing Teradata accounts, management of the relationships and sales engagement process to gain agreement with requisite stakeholders on execution. The role will require exceptional execution skills and interpersonal skills, strong technical skills, and a deep understanding of Teradata strategies and business model
Key Responsibilities
Drive increased adoption of Teradata with new Teradata solutions via the partnership
Create, develop and execute functional specific initiatives and solutions in line with Teradata's strategic objectives and yearly targets.
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 side, and their ecosystem, as well as internally in Teradata to support growth of our business.
Work with internal stakeholders to determine priority markets, value propositions and joint solutions for alliances across all industries
Build and own partnerships (joint sell, referral, resell relationships) with key ISVs
Manage partnership agreements and relationship with ISV
Construct joint messaging with partners and industry/solutions marketing
Drive ISV integration and optimizations for Teradata
Position partner with field sales, industry consulting and professional services; support sales call where partner solution is involved.
Drive partner influenced customer deals with field sales
Achieve targeted revenue objectives
Achievement of MBO's associated with driving revenue and new account development and related activities.

Work Environment
The successful candidate will work from a Teradata facility or virtual and will be expected to travel on business (25-40% travel).

Skills & Attributes

Program realization skills and experience is a must
Sales and marketing materials authorship is a must
Project management skills
Enthusiastic, high-energy individual, self-motivated and self-directed
Strong organizational/business planning skills
Strong relationship building skills
Proven strong oral and written communication skills
Proven ability to effectively work with cross-functional teams
Fluency in English (reading, writing and speaking) is required.

Basic Qualifications
Bachelors in Business Administration, Marketing or Computer Sciences
Three to five years of successful experience in alliance management or a successful information technology sales record with some alliance and/or program management experience
Five years of successful industry experience in data-warehouse, analytical software, database management and cloud scenarios
Understanding of systems integration, databases, application architecture and cloud environments
Strong Teradata product and messaging background
Preferred Qualifications
Work experience with software providers in areas such as Security, ETL, BI, solutions and others. Examples could include Infomatica, Microstrategy, IBM (various branches), Tableau, Business Objects and related.
Work experience with cloud vendors
Work experience with or at Teradata Corporation
MBA preferred

The successful candidate will report directly to the Director of Partnerships. Grade and salary will be commensurate with the demands of the role and based on experience.

*Our total compensation approach includes a competitive base salary, 401(k), strong work/family programs, and medical, dental and disability coverage. Teradata is an Equal Opportunity Employer.

 

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