VP of Global Channels & Alliances
Remote - TX
The VP of Global Partnerships & Alliances reports to the SVP of Sales and Global Partnerships & Alliances and is responsible for leading and executing the global partner channel strategy. This role will lead a team of Alliance Managers/Directors to achieve overall channel revenue/growth goals. 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.
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.
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
People Management:
Manage a team of Alliance Managers/Directors 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 …
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Benefits/Perks401(k) match Commission Commission based on sales performance Comprehensive employee benefits package Employee benefits package Restricted Stock Units Salary range
Tasks- Collaborate with sales leadership
- Develop sales plans
- Negotiation
- Team Leadership
- Training
Account management Channel Strategy Communication Conflict Resolution Consulting CRM Customer Success Innovation Leadership Leadership Development Management Marketing Programs Negotiation Operations Partner Enablement People Management Recruitment Relationship Management SaaS Sales Sales Execution Salesforce Salesforce CRM Sales Operations Sales pipeline management Sales Planning Security Strategy Training
Experience15 years
Education