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.

What You’ll Do

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

What You'll Need

Minimum Qualifications

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

Preferred Qualifications

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

Travel Requirement & Working Conditions 

Up to 40% travel is required to meet with Partners and internal teams

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

Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation.  Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.  

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.