Partnerships & Alliances Directors are the driving force in the growth, management, and overall development of key partnerships. This role will be focused on Alliances as a part of our National and Regional Consulting and Integration team, leading 5 of Workiva's managed Partners.This person will be responsible for the development and execution of a Platform and Industry oriented GTM Strategy that is mutually beneficial to both Workiva and the Partners they manage. The ultimate outcome of these efforts include expanding into new markets, acquiring new logos, driving Partners' services growth and Workiva sourced and influenced bookings, as well as capacity and competency growth. They will develop a Partner profile for each of their Partners to enable key stakeholders to understand at a glance what the partners' value proposition is to Workiva aligned to this strategy.The Alliance Director will work in a highly matrix-oriented environment with (including but not limited to) Partner Solutions Directors, Sales, Marketing, Product Development, Customer Success, Services, and Sales Operations. They will educate key stakeholders on the unique and differentiated value of the Partnerships they manage, develop and manage pipeline, forecast on their business with precision, and measure results throughout the course of the fiscal year. They will work closely with sales on deal origination, deal maturation and deal close ensuring their partners are closely aligned with the sales organization.ResponsibilitiesIdentify 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/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed 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 the 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 NeedSkillsExcellent verbal, written, and interpersonal communication skillsSelf-motivated with strong propensity for action, results and continuous improvementThe ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessaryExceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlinesAbility to foster a team selling environment, both internally and externallyExperience3+ years partner/alliance account management experience in a Software, or SaaS companyProven track record of success driving revenue via direct and partner influenced opportunitiesProven history is meeting or exceeding quota via alliance-related functionsExperience with multiple technological platforms and high technical acumenStrong background in strategic, consultative sellingEducationB.A./ B.S. degree preferred, MBA a plusTravel Requirement30-40% travel is required to meet with Partners and internal teamsWorking Conditions & Physical RequirementsDepending on assigned work location, walking outdoors between company campus facilities in a variety of weather conditions may be necessary to perform responsibilities of this positionReliable internet access for any period of time working remotely, not in a Workiva officeWhere 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: 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/benefitsWorkiva 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 talentacquisition@workiva.com.#LI-MC1
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