VP of Global Channels & Alliances

Das ist der Job

This role will directly support a Global Alliance Organization to achieve overall channel revenue/growth goals.

Darum lohnt es sich

What You’ll Do Strategy & Operations 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.

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 People Management Support a team of Senior Leaders to achieve overall channel revenue objectives and KPIs.

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.

What You’ll Need Minimum Qualifications 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 Preferred Qualifications 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.

Ability to engage and collaborate with senior leaders and external Partners Experience and thrives interacting cross‑functionally in a matrixed environment including 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 Travel Requirements and Working Conditions Up to 50% travel primarily across North America and occasionally globally How You’ll Be Rewarded 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 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.

The VP of Global Channels & Alliances reports to the EVP of Sales and is responsible for leading and executing the global partner channel strategy.

This person is responsible for the management and growth of strategic partnerships and alliance relationships with global consulting and advisory firms, national and regional advisory firms, and global technology alliances.

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/KPIs, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets.

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).

Demonstrated leadership in managing a large and diverse alliance organization Ability to foster a highly productive, performance‑based sales culture. Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities.

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