Partner Sales Executive - 218860

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

This role involves creating a comprehensive business plan to achieve the total POP target for the U.S. The plan will outline existing activities with Cloud Solution Providers (CSPs), Independent Software Vendors (ISVs), and partners. The individual in this position will coordinate the across company team's roles and responsibilities to effectively move POP leads through the sales funnel. It is essential to keep the entire team engaged and collaborating on the POP strategy, ensuring that each industry and CSP team is positioned for success. This role is responsible for generating leads for POP and will focus on increasing the velocity of these leads and the overall sales pipeline to meet the POP revenue goals.

As a Partner Sales Executive, you will be responsible for driving and managing a partner-originated sales pipeline. You will support Industry Partner Sales Executives (PSEs) and their corresponding Teradata sales teams and partners to accelerate the acquisition of new customers, expansion efforts, and migration wins. Working closely with Industry PSEs, sales leaders, and Account Executives, you will ensure a clear understanding of programs and resources available across Cloud Service Providers (CSP), System Integrators (SI), and Resellers. Additionally, you will collaborate with the Partner and Field Marketing teams to boost sales through partner programs and events. Teradata is strategically expanding its partner ecosystem, so a successful Partner Sales Executive will have experience collaborating with partners both individually and at scale to enhance deal velocity and maximize sales growth.

The Day-to-Day Experience

• Working with Industry PSE, lead partner development including vetting, selecting new Global SI, VAR, or ISV partners not assigned to a Partner Development Executive (PDE), defining business constructs, and driving applicable commercial agreements specific to priority partners.
• Manage partner lifecycle of assigned partners, include training, accreditation, governance, amendments, termination.
• Identify and address strong partner integrations & critical sales/technical enablement plans for assigned partners with key Teradata stakeholders.
• Support the build and launch of joint Teradata + Priority Partner GTM offerings & programs (i.e., ensure fully enabled GTM-ready partners.)
• Track programs, readiness, & offerings success on assigned priority partners with Teradata Industry Partner Sales Executives.
• Drive joint (TD & Partner) pipeline growth through partner originated pipeline (POP) opportunities, including collaborating and handing off leads to Industry PSEs to drive velocity of the deals.
• Leverage the overall Corporate Marketing, Partner Marketing, and Industry Marketing Plans and Events, develop a plan of attack for top AMS POP / expansion opportunities
• Develop a process and methodology to capture leads generated from partner events (conferences, webinars, blogs, etc.) for potential conversion to approved opportunities in Salesforce.
• Bring the qualified leads to the Industry PSEs for further evaluation and qualification by the PSE and respective account sales owners (AVPs and AEs.)
• Generate monthly reports and metrics for leads and qualified/approved opportunities from all applicable partner events.
• Develop a thorough understanding of Teradata's products, roadmap, and partner strategy, as well as key opportunities, capabilities, and activation across assigned partners.

Who You'll Work With

As a Partner Sales Executive, you will be responsible for driving and managing a partner-originated sales pipeline. You will support Industry Partner Sales Executives (PSEs) and their corresponding Teradata sales teams and partners to accelerate the acquisition of new customers, expansion efforts, and migration wins. Working closely with Industry PSEs, sales leaders, and Account Executives, you will ensure a clear understanding of programs and resources available across Cloud Service Providers (CSP), System Integrators (SI), and Resellers. Additionally, you will collaborate with the Partner and Field Marketing teams to boost sales through partner programs and events. Teradata is strategically expanding its partner ecosystem, so a successful Partner Sales Executive will have experience collaborating with partners both individually and at scale to enhance deal velocity and maximize sales growth.

What Makes You a Qualified Candidate

• Bachelor's degree in marketing, Business Operations, Computer Science, or equivalent practical experience
• 5-8 years partner management, sales, business development, or partner channel development in the technology industry Cloud & Technology Partner "sell-with" sales or Channel sales & alliances experience, along with a consistent track record of quota overachievement
• Proven & documented track record of success in partner sales, development, and strategy execution

What You'll Bring

• Experience leading deal negotiations and managing executive relationships with partners, in a technology company
• Understand how to work cross-functionally at an executive level, both internally and externally, to drive successful partnerships and projects
• Ability to present to an executive level
• Extensive relationships within the CSP, SI, & Reseller partner community

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.

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