Partnerships & Alliances Director
Job Summary
Partnerships & Alliances Directors are the driving force in the establishment, growth, and management of strategic partnerships and alliance relationship sales. Focused on alliances with management consulting and professional services firms, this person drives revenue growth via sales of our Workiva Platform with and through our partner community. This position owns the rhythm of the cadence of our sales cycle, and improves joint success through initiatives at the leadership level and working cross-functionally to promote the value of our partnerships and alliances. This person is the front end of developing and executing partner strategy, and will work closely with Marketing, Product Development, Customer Success, and Sales Operations to ensure program success.
Responsibilities
- Identify target partner categories and firms to complement and expand the reach and attractiveness of Workiva’s platform solutions.
- Define mutually agreed upon outcomes/metrics, and obtain partner commitments relative to technology development, marketing, and sales.
- Identify and secure new target partnerships, and maintain a strict cadence to drive revenue with and through existing software partner relationships.
- Take ownership of key partner related escalations and issues in cooperation with internal Workiva departments.
- Distill multiple stakeholder needs into an actionable set of priorities, and compelling, data-driven arguments.
- Coordinate with Marketing to develop territory marketing plans, and participate in events.
- Manage and report on targets/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual revenue targets.
- Focus on lead generation and top of funnel activities in order to drive leads and opportunities to sell the Workiva Platform through indirect sales channels.
- Complete management of named partners including leveraged sales bookings, direct revenue, expansion of programs, identification of needs and delivery of solutions to partner personnel, executive level relationship management, escalations, co-marketing programs, and all other aspects of partner account management.
- Develop and execute sales plans including strategy and tactical partner account management execution plans.
- Drive partner adoption by engaging with high level executives and strategic thinkers across organization.
- Responsible for understanding partners’ end markets, and using competitive insights to create actionable partner plans and leveraging/extending product nuances into strategic recommendations to deliver success within vertical markets.
What You'll Need
Skills
- Excellent verbal, written, and interpersonal communication skills
- Self-motivated with strong propensity for action, results and continuous improvement
- The ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessary
- Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
- Ability to foster a team selling environment, both internally and externally.
Experience
- 3+ years partner/alliance account management experience in a Software, or SaaS company.
- Proven track record of success driving revenue via direct and partner influenced opportunities.
- Proven history is meeting or exceeding quota via alliance-related functions
- Experience with multiple technological platforms and high technical acumen
- Strong background in strategic, consultative selling
Education
- B.A./ B.S. degree preferred, MBA a plus
Travel Requirement
- 40-60% travel is required to meet with employees, vendors and/or suppliers
Working Conditions & Physical Requirements
- Depending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform responsibilities of this position
- Reliable internet access for any period of time working remotely, not in a Workiva office.
How You'll Be Rewarded
- Base Pay Range in Colorado: $142,000 - $175,000
- An incentive typically paid quarterly
- A monthly phone stipend
- Restricted Stock Units granted at time of hire
The base pay range represents the low and high end of the hiring range for this job. Actual pay will vary and may be above or below the range based on various factors including but not limited to relevant skills, experience, and capabilities.
Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.
- Customer Success: Always delight our customers.
- Trust: Rely on each other.
- Integrity: Do the right thing, every time.
- Collaboration: Share resources and work together.
- Innovation: Keep creating solutions and finding better ways.
- Inclusion: Support a diverse community where we all belong.
- Accountability: Be responsible for your success and failure.
We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.
At Workiva, you’ll enjoy:
- Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
- Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
- Involvement: Ability to participate in Employee Resource Groups, (Women in Tech, Women in Sales, Ethnic Diversity, Veterans, Rainbow (LGBTQ), Remote Employees, Caregiving) Volunteering, Company wide celebrations, and more
- Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.
Learn more about life at Workiva: www.linkedin.com/showcase/workiva-life-and-careers/
Learn more about the company: https://www.linkedin.com/company/workiva/
Learn more about benefits: https://www.workiva.com/careers/benefits
Workiva is an Equal Employment Opportunity and Affirmative Action Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].
