Partnerships and Alliances Director, Workiva
More information about location
Business data platform
Open for applications
Business data platform
1001+ employees
Open for applications
More information about location
1001+ employees
Company mission
Workiva’s mission is to power transparent reporting for a better world.
Role
Who you are
- 6+ 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
- Fluency in both French and English
- 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
- Partnerships & Alliances Directors are the driving force in the establishment, growth, and management of strategic partnerships and alliance relationship sales
- Focused on alliances with global strategic (GSI) and mid-market advisory, 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/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 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
Our take
For large-scale businesses, collecting and sharing data can be a complex and challenging process. Workiva solves this problem with its cloud-based 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
Company
Funding (last 2 of 4 rounds)
Oct 2014
$0.7m
EARLY VC
Dec 2012
$30.7m
SERIES C
Total funding: $46.9m
Company benefits
- A discretionary bonus typically paid annually
- Restricted Stock Units granted at time of hire
- 401k w/ match
- Health, dental, and vision
- Vacation accruals
- Life and disability insurance
- Employee stock purchase plan
- Volunteer time-off
- Parental leave
- Travel & accident insurance
- Paid holidays
- Work remotely
- Discount programs
- Health and wellness
- Pet-friendly atmosphere
- Choose from additional plans that cover legal expenses, stolen identity, or even your pet's health
Company values
- Customer success: Always delight our customers.
- Innovation: Keep creating solutions and finding better ways.
- Trust: Always rely on each other.
- Inclusion: Support a diverse community where we all belong.
- Integrity: Do the right thing, every time.
- Accountability: Be responsible for your success and failure.
- Collaboration: Share resources and work together.
Company HQ
Holborn, London, UK
Articles
Leadership
Marty Vanderploeg
(CEO, not founder)Previously worked as a Professor at Iowa State University. Founded Engineer Animation Inc. in 1990.
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