Workiva

VP of Global Channels – Alliances

Workiva

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $480,200 - $625,100 per year

Job Level

Lead

About the role

  • Member of the Global Partner Leadership team, contributing to overall direction and strategy of the alliances organization
  • Complete oversight of the global partner ecosystem, including leveraged sales bookings (sourced + co-selling/influenced), executive level relationship management, co-marketing programs (with Partner Marketing), and all other aspects of partner account management in a “partner first” sales and delivery model.
  • Refine, expand, and improve our existing channel strategy and define the types of channels/partnerships to build within specific market segments (i.e. reselling, distribution, outsourcing, etc.)
  • Manage and report on targets/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets.
  • Develop and execute sales plans including strategy and tactical partner account management execution plans
  • Close collaboration with Sales leadership to execute on all partner related company objectives
  • Support the “sell-to” partner sales channel in collaboration with the outsourcing/MSP sales team
  • Closely work with Partner leadership in other regions to share best practices, align on operating models and support global partner relationships and opportunities
  • Collaboration with supporting stakeholders (Sales Operations and Partner Success) to develop and deliver partner enablement programs
  • Collaboration with Partner Marketing and Partner Operations to drive all partner-related programs and initiatives
  • Evangelize the partner strategy with key stakeholders throughout the organization.
  • Take ownership of key partner related escalations and issues in cooperation with internal Workiva stakeholder teams
  • Support a team of Senior Leaders to achieve overall channel revenue objectives and KPI’s.
  • Build a strong, culture-focused organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals.
  • Provide mentorship and professional growth opportunities to the alliance team.
  • Maintain an atmosphere of respect, mutual support, collaboration, flexibility, continuous learning, good humor, and commitment to business goals and partner needs to fulfill the company vision
  • Match employee skills and talent to tasks to ensure optimal engagement and performance
  • Establish and maintain relationships and effectively communicate with Partners, business unit leaders and senior management to ensure visibility and collaboration with appropriate key stakeholders
  • Responsible for the life-cycle of people management, including recruitment, management, professional development, performance evaluation, and disciplinary actions (as required).

Requirements

  • 15+ years of related experience in Software and/or SaaS Partner/Alliance/Sales roles, including 10+ years of channel team leadership preferred
  • Alliance leadership experience with medium to large sized teams
  • Undergraduate degree or equivalent combination of education and experience in a related field
  • Proven ability to develop and execute successfully on a global channel strategy across a diverse partner/alliance ecosystem
  • Experience developing channel strategy, including reselling and outsourcing/managed services.
  • Demonstrated leadership in managing a large and diverse alliance organization
  • Ability to foster a highly productive, performance-based sales culture.
  • Ability to engage and collaborate with senior leaders and external Partners
  • Experience and thrives interacting cross-functionally in a matrixed environment including but not limited to partners, sales, services, marketing, product, and customer success
  • Exceptional organizational skills with the ability to multitask and manage multiple processes, projects and programs simultaneously while working under pressure to meet deadlines
  • Excellent judgment and creative problem solving skills
  • Self motivated with strong propensity for action, results and continuous improvement
  • Negotiation, influencing, collaboration and conflict resolution skills
  • Excellent listening, written, and verbal communication skills
  • Salesforce CRM experience preferred.
Benefits
  • On Target Earnings (OTE) range in the US: 480,200.00 - 625,100.00 USD Annual
  • Eligible for commission based on sales performance
  • Restricted Stock Units granted at time of hire
  • 401(k) match and comprehensive employee benefits package
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
channel strategy developmentpartner account managementsales pipeline managementKPI trackingpartner enablement programsperformance evaluationnegotiationconflict resolutionproblem solvingmultitasking
Soft Skills
leadershipcollaborationcommunicationorganizational skillsself-motivationcreativityinfluencingjudgmentmentorshipemployee engagement