VP of Global Channels & Alliances, Workiva

• 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
• Reliable internet access for any period of time working remotely and not in a Workiva office

Desirable

• 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
• 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
• 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 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)