VP of Global Channels – Alliances

Job not on LinkedIn

🕒 March 12

🇺🇸 United States – Remote

💵 $480.2k - $625.1k / year

⏰ Full Time

🔴 Lead

👔 Vice President

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Workiva

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2008

☁️ SaaS

💸 Finance

📋 Compliance

SaaS • Finance • Compliance

Workiva is a cloud-based, AI-powered platform that unifies financial reporting, risk and compliance management, and sustainability reporting. It enables teams to connect data across systems, collaborate in real time, automate reporting (including XBRL tagging), and maintain auditability and traceability for regulated disclosures and assurance processes. Workiva serves large enterprises and finance, legal, audit, and sustainability teams to accelerate reporting, improve accuracy, and reduce risk.

📋 Description

• 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 • 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).

🎯 Requirements

• 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 • 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.

🏖️ Benefits

• 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