The Americas Cloud SWAT Team Director is a senior level position that leverages Big Data, data warehouse and analytical technical knowledge to promote sales of Teradata analytical solutions in the Americas. The SWAT Team Director will lead a team of Solution Architects in supporting cloud pre-sales and sales motions. He or she will have a demonstrated ability to think strategically about business, create technical definition around customer objectives in complex situations, develop solution strategies, motivate & mobilize resources, and deliver results. The ability to connect technology with measurable business value is critical to the role.
The Cloud SWAT Team Director should have expert knowledge in Teradata Database and demonstrated ability to build cloud-based architectures and provide prescriptive guidance across broad technology stacks.
Overall Job Purpose:
• Seeks to drive sales of Teradata products, solutions, and services as well as increased consumption use of Teradata systems, particularly in the cloud
• Day to day management, coaching, and development of Cloud SWAT team
• Codifying key sales challenges with selling cloud; developing lessons learned and playbooks for field deployment to help sell cloud
• Coordinate with SOM/Product team on field/customer challenges in cloud; advise on product feature roadmap
• Play role as needed in educating the field in cloud sales tactics
• Build relationships with Area VPs to understand cloud challenges in their geographies
• Report to Americas leadership on cloud sales progress, challenges, and recommendations
Key Responsibilities
• Partner with the sales team to design solutions for customers, drive Teradata adoption and revenue in the cloud
• Educate customers and internal teams on the value proposition of Teradata in the cloud
• Achieves expert status on client systems, performance, and current and potential data loaded onto systems to facilitate demand creation
• Partners with account relationship lead on account planning and strategy
• Works with overall account team to identify sales opportunities
• Supports the selling process for cloud software and services
• Liasion with internal teams including Marketing, Alliances, IntelliCloud, SOM, GSS, International
• Liasion with external teams including AWS and Azure
• Establish credibility & build deep relationships with senior technical individuals within customers to enable them to be cloud advocates.
• Fully understands Teradata solutions and how they could be applied to client business problems
• Manages relationships with client stakeholders, primarily technical resources, to become a key advisor on analytics and architecture
• Creates client interest in Teradata solutions, advancing the sales process
• Regularly meets with account team lead to discuss account strategy and future sales opportunities
• Identifies PS selling opportunities and participates in the sales process as needed
Work Environment
The Cloud SWAT Team Director will work from either a virtual (home) office or Teradata’s San Diego office with considerable time required onsite with customer(s). 25%+ travel is required, dependent on account responsibilities/activities.
Qualifications
Skills and Experience
• Solid understanding of current integrated analytical solution topics including Big Data and Analytics
• Strong technical knowledge in relevant areas (including traditional Teradata, cloud technologies, and open source technologies)
• Technical sales or presales experience
• Well-developed communication and presentation skills
Basic Qualifications
• Experience with “on-premise to cloud” migrations
• Experience architecting/operating solutions built on AWS and/or Azure
• Five years or more of operational or technical RDBMS in data warehouse implementation
• Strong understanding of Data Warehouse and Analytical ecosystem architectures that include functions such as data acquisition, data containers, analytical tools, end user consumption, and governance.
• Proven capabilities in relational database and application development environments using (Teradata, DB2, Oracle, Hadoop, Spark, etc.) and operational knowledge of third party GUI and data transformation tools (COGNOS, Business Objects, Informatica, and others)
• Client interface and consulting skills required
• BA or BS in Business or Computer Science
Preferred Skills and Qualifications
• Previous Cloud Solution Architect role
• Experience w/Teradata solutions including the Teradata RDBMS, Hadoop, Teradata Aster and/or Big Data Discovery environments
• Hands-on working knowledge with the Teradata RDBMS, including Teradata Workload Management, Performance Optimization, and System Performance troubleshooting
• Experience in Executive communication sessions
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