Director, Cloud Alliance(Aws)

Director Cloud Alliance - APJ - AWS

**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 Cloud BU team. This is a unique opportunity to join our team during fast growth and expansion. Suppose you are interested in working startup-like environment where you can directly influence the future of cloud-based analytics solutions and services. In that case, 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 native integrations that bring Teradata’s analytics capabilities to the public cloud platforms. This position is part of the Cloud Business unit focused on cross-organization and company strategy and investments.

Applicants should have a proven track record in partnership management or experience working with Cloud vendors. 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 sales 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 role will require exceptional interpersonal skills and a deep understanding of Teradata strategies and business models.

**In this role, you will**:
Shape and drive critical cloud business sales pursuits by Teradata and AWS.
Define and execute a strategy to build effective in-country buying mechanisms (tenders, co-sell, frameworks, contracts, etc.) to become a trusted advisor to the field and our partners.
Work collaboratively to qualify Cloud opportunities, from prospect to signature, working with account teams, partners, pre-sales, and consulting
Help the GTM sales organization and partners understand the importance of approaching new sales opportunities in a way that enables Teradata and our customers/ prospects to benefit from cloud agility, innovation fully, and cost savings.
Drive the increased co-sell Teradata motion with our Cloud Partners; facilitate communication, enablement, and resource alignment to accelerate growth.
Develop an in-depth understanding of the Cloud Partner’s business objectives and effectively communicate within Teradata to drive incremental growth.
Develop strong relations and advocates with key decision makers on the Cloud partner side, their ecosystem, and internally in Teradata to support the growth of our business.
Identify new business opportunities with or through Cloud 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 our Cloud partner.
Support sales calls where a Cloud partner is involved by maintaining up-to-date best practices on partnership.

**Education and skills you’ll require**:
A bachelor’s degree (graduate degree a plus) as well as five years’ experience in managing complex relationships with one or more of the following skills:
Deep relationships and experience working with AWS.
Experience in ISV alliance management 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
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 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 and confidence
Be proficient in the use of both written and spoken business English.