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
Workiva is an Equal Opportunity 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, gender identity, race, religion, disability status, sexual orientation, 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].
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
