Job SummaryThe Senior Director of Independent Software Vendor (ISV) Alliances will lead the development, growth, and management of strategic ISV partner relationships and affiliated ISV programs and infrastructure. While there are existing partners in the program, only a small number are active. This is an opportunity to build a viable ISV business model for Workiva from the ground up. The person in this role will also lead a team of alliances professionals that manage ISV partners and their respective channel strategies. The Senior Director will leverage their prior industry experience to optimize existing partner relationships, drive net-new growth, and identify new partnership opportunities. This person works closely with the Senior Directors for System Integrators, Partner Sales, Partner Solution Directions, Regional Sales Directors, Marketing, Product Development, Customer Success, and Operations to ensure program success.ResponsibilitiesBuild an ISV business from the ground upLead the team of alliances professionals that manage existing ISV partnersProvide leadership in driving: Infrastructure and programs to ensure ISV success, SI-led ISV GTM strategy, leveraged sales bookings, expansion of programs, enablement and technical competency, customer satisfaction, executive level relationship management, escalations, co-marketing programs, and all other aspects of ISV managementCoach their team in the development and execution of business plans, including Solution and Platform focus by industry, GTM strategy, affiliated tactics, Marketing plans, Capacity and Competency expansion, Sales engagement, and Executive AlignmentManage their book of business through proactive pipeline management and precise forecastingDrive partner adoption by engaging with high level executives and strategic thinkers across organizationPeople Management:Builds a growth-minded team, attracting and developing talent while aligning with Workiva's valuesLead a team of alliance managers/directors focused on achieving established revenue/growth goals and MBOs that represent mutually beneficial business outcomesProvides employees with coaching, feedback, and developmental opportunities to enhance their skills, motivation, and performanceMaintains an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and Partner needs to fulfill the company visionMatches staff skills and talent to tasks to ensure optimal engagement and performanceRewards superior team and individual performance in ways that enhance employee engagement, commitment, and satisfactionTeam management, including recruitment, supervision, development, evaluation, and disciplinary actionsWhat You'll NeedEducationUndergraduate Degree or equivalent combination of education and experience in a related field.SkillsStrong verbal, written and interpersonal communication skillsTeam development and mentorshipStrategic mindset and ability to identify ways to successfully develop and execute a strategyAbility to set goals with clear success measuresAbility to engage and collaborate with senior leaders and external PartnersNegotiation, influencing, collaboration and conflict resolution skillsException organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlinesExcellent judgment and creative problem-solving/critical thinking skillsSelf-motivated with strong propensity for action, results and continuous improvement Experience8+ years of related experience in software and/or SaaS Alliance leadership and/or consulting - specifically with ISVs 5+ years of team management experienceComprehensive understanding and ability to create a PNR programComprehensive understanding and ability to create OEM and Platform development programsDeep experience with online “Marketplace” environments geared toward ISV promotion and salesDeep understanding of ISV enablement and strategies for growthProven ability to develop and execute a strategy involving multiple stakeholdersExperience interacting cross-functionally in a matrix-oriented environment critical (including but not limited to sales, services, product, customer success, marketing, operations)Technical aptitude in SaaS would create unique differentiation Travel RequirementUp to 35% travel across North America and occasionally globally Working Conditions & Physical RequirementsReliable internet access for any period of time working remotely, not in a Workiva officeHow You’ll Be Rewarded:Salary range in the US: $197,000.00 - $262,900.00 AnnuallyEligible for commission based on sales performanceRestricted Stock Units granted at time of hire401(k) match and comprehensive employee benefits packageThe salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.Where You’ll WorkOur 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 Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and moreWork-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: 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. We strongly encourage and welcome people from historically marginalized groups to apply.Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com. Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.#LI-EK1
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