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 role will directly support a Global Alliance Organization 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 DoStrategy & 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:- Support a team of Senior Leaders 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 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).
What You'll NeedMinimum 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.
- Demonstrated leadership in managing a large and diverse alliance organization
- Ability to foster a highly productive, performance-based sales culture.
- Ability to engage and collaborate with senior leaders and external Partners
- Experience and thrives interacting cross-functionally in a matrixed environment including but not limited to 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
The 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.
