Senior Partner & Alliances Director, Workiva
More information about location
Software for sustainability, GRC & financial reporting
Open for applications
Software for sustainability, GRC & financial reporting
1001+ employees
Open for applications
More information about location
1001+ employees
Company mission
To power transparent reporting for a better world.
Role
Who you are
- 8+ years experience in a related role - partnerships management, reselling partnerships, technology partnerships or similar alliance management with a strong Sales focus
- Undergraduate Degree or equivalent combination of knowledge and related career experience
- Previous working experience with/for one of the Big 4 consultancies is a key requirement for this role
- Reliable internet access for any period of time working remotely, not in a Workiva office
Desirable
- Excellent verbal, written, and interpersonal communication skills
- Self-motivated with strong propensity for action, results and continuous improvement
- The ability to work successfully in a high-energy, fast paced, rapidly changing environment is necessary
- Exceptional organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
- Ability to foster a team selling environment, both internally and externally
- Proven track record of success driving revenue via direct and partner influenced opportunities
- Proven history is meeting or exceeding quota via alliance-related functions
- Experience with multiple technological platforms and high technical acumen
- Strong background in strategic, consultative selling
What the job involves
- The Senior Partner & Alliances Director will focus on managing one of our key strategic partners across EMEA. Focused on strategic advisory alliances, this person drives sourced and influenced bookings through our Partner channel
- This person is the front end of developing and executing partner strategy/tactics to drive mutual success, and will work closely with Sales, Marketing, Product Development, Customer Success, and Sales Operations to ensure program success
- Identify 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 and metrics of joint sales pipeline to measure success of the partnership against 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 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
Salary benchmarks
Our take
For large-scale businesses, collecting and sharing data can be a complex and challenging process. Workiva solves this problem with its AI-powered data platform.
Workiva is one of the biggest players in the market, serving around 75% of Fortune 500 companies, including Google and Delta. Workiva's controlled, secure and audit-ready platform has maintained a clear edge over much of its competition.
Workiva's quality product and its commitment to transparency has made it a firm favourite with companies around the world. If it can maintain this, it stands to consolidate its impressive growth even further in the coming years.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Oct 2014
$0.7m
EARLY VC
Dec 2012
$30.7m
SERIES C
Total funding: $46.9m
Company HQ
Ames, IA
Leadership
Julie Iskow
(CEO)Julie joined Workiva in 2019 sa COO/President and became CEO in 2023. Previously, she served as the CTO at Medidate Solutions and as the CIO at WageWorks.
David Haila
(CTO)David has been at Workiva since 2009, joining the team as a Senior Software Engineer. Since then, he has held a number of roles and became CTO in 2023.
Jill Klindt
(CFO & EVP)Jill has been at Workiva since 2008, joining as a Controller before holding a number of roles and becoming CFO & EVP in 2023. Previously, she held Financial roles at Financial Intelligence, Wells Fargo Financial, CitiMortgage, and Principal Financial Group.
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