Partner & Alliances Director

The Partner & Alliances Director will focus on managing some of our key strategic partners across EMEA. Focused on strategic advisory alliances, this person drives sourced and influenced bookings through our Partner channel. This person is the front end of developing and executing partner strategy/tactics to drive mutual success, and will work closely with Sales, Marketing, Product Development, Customer Success, and Sales Operations to ensure program success.

What You’ll Do

• Identify target partner categories and firms to complement and expand the reach and attractiveness of Workiva’s platform solution

• 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 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 and metrics of joint sales pipeline to measure success of the partnership against quarterly and annual quotas

• Focus on lead generation and top of funnel activities in order to drive leads and opportunities to sell Workiva through indirect sales channels

• Complete management of named partners including leveraged sales bookings, direct bookings, 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

Minimum Qualifications

• 8+ years experience in a related role - partnerships management, reselling partnerships, technology partnerships or similar alliance management with a strong Sales focus

• Undergraduate Degree or equivalent combination of knowledge and related career experience

Preferred Qualifications

• 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

• 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

Travel Requirement & Working Conditions 

• Up to 40% travel is required to meet with Partners and internal teams

• Reliable internet access for any period of time working remotely, not in a Workiva office