Manager, Revenue Planning Programs & Strategy

About Teradata

Teradata empowers businesses with comprehensive information by unifying data, knowledge, and business context through its Autonomous Knowledge Platform. It enables seamless on-premises, cloud, or hybrid solutions with AI-driven insights to support enterprise intelligence and impactful decisions.

Role Overview

The Manager, Revenue Planning Programs & Strategy leads the management and strategic framework of Teradata’s revenue planning cycle, encompassing setting coverage, territories, seller capacity, and quotas globally, plus ongoing adjustments to maintain accuracy. This hands-on program ownership position reports to the Vice President of Revenue Strategy, Planning & Performance, focusing on calendar definition, operational cadence, conflict resolution, and delivering clear analysis for leadership decision-making. You will be supported by an offshore analyst handling templates, data consolidation, and quality controls, while you guide standards and own output integrity.

Key Responsibilities

• Define and manage the annual and in-year revenue planning calendar covering topics such as coverage design, territory/account realignment, seller capacity, headcount allocation, and quota assignment, ensuring cross-functional coordination and deadlines.
• Lead recurring planning meetings with business unit leaders and operations teams, managing agendas, tracking decisions, risks, dependencies, and follow-ups.
• Develop and oversee a detailed capacity model including headcount, ramp-up, attrition, and productivity metrics, reconciling it with hiring plans, budget, and coverage to flag any coverage gaps early.
• Design and conduct analytical reviews addressing segmentation, coverage balance, territory alignment, and productivity, providing strategic recommendations to senior leadership.
• Maintain the system of record for quota and coverage data, managing mid-year adjustments in collaboration with Sales Compensation and Revenue Operations.
• Supervise standards for planning templates and data sets, direct and assure quality of offshore analyst work, ensuring data accuracy in leadership and IT reports.
• Document and institutionalize processes with clear guidelines, RACI matrices, templates, and communication materials to enhance process resilience and year-over-year improvements.
• Engage with teams through training and communication to ensure clarity and adoption of the revenue plan across the organization.
• Drive continuous enhancements in planning processes, tools, and automation, including AI applications, to increase efficiency and precision.

Collaborators

This role works closely with worldwide sales leaders, Revenue Operations, FP&A, HR, Talent Acquisition, Sales Compensation, IT, and Salesforce delivery teams. The manager is a pivotal member of the Revenue Strategy, Planning & Performance team with responsibility for the revenue planning process.

Qualifications and Experience

• Bachelor’s degree in Business, Finance, Analytics, or related disciplines.
• 5–8 years’ experience in sales/revenue planning, operations, or strategy, preferably in enterprise software, SaaS, or hybrid cloud settings.
• Demonstrated ownership of large-scale planning cycles involving coverage, quota, and territory alignments.
• Experience in sales or revenue operations to understand plan utilization by sales teams.
• Proven skills in managing complex, multi-stakeholder, deadline-driven programs.
• Strong strategic problem-solving, able to frame and solve ambiguous questions and present actionable insights.
• Advanced Excel skills for complex modeling, capacity planning, scenario modeling, and data validation; familiarity with SQL is a plus.
• Proficiency in BI tools such as Tableau or Power BI for reporting and data interrogation.
• Experience with AI tools (Claude preferred; ChatGPT/Gemini also relevant) to streamline analysis and automate workflows.
• Knowledge of Salesforce including territory and hierarchy management; familiarity with sales planning or incentive systems like Anaplan, Xactly, or Varicent.
• Excellent written and verbal communication with strong PowerPoint abilities for executive presentations.
• Experience managing or quality assuring offshore analysts, ensuring delegation with accountability.
• Self-driven, able to work autonomously amidst ambiguity and prioritize competing tasks effectively.
• Alignment with Teradata’s core values and leadership behaviors.

Additional Attributes

• Track record owning recurring global planning processes to meet schedule and stakeholder demands.
• Deep understanding of how coverage models, seller capacity, quotas, and ramp interact and their downstream effects.
• High standards for data integrity with effective controls and reconciliation habits.
• Comfort integrating AI tools into daily workflows for efficiency gains with sound judgment.
• Ability to contribute to strategic elements like segmentation, structure, and productivity beyond process execution.
• Strong cross-functional collaboration skills to align multiple teams and hold them accountable.
• Effective executive communication skills to distill complex topics into key decision points.
• Skill in converting undocumented knowledge into formalized, scalable processes and tools.
• Capability to maintain program momentum by proactively addressing slipping workstreams.

Teradata Culture & Diversity

Teradata fosters a people-first culture with flexible work models supporting personal and professional well-being. The company is committed to diversity, equity, and inclusion and is an equal opportunity employer embracing all identities and legally protected statuses.