Partner & Alliances Director

The Partner & Alliances Director will focus on managing our key strategic partners across ASEAN & Greater China. 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.

What You’ll Do

• Identify target partner categories and firms to complement and expand the reach and attractiveness of Workiva’s platform solution

• 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

• 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.

• 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

• 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

• 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

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

• Business-level proficiency in Mandarin or Bahasa Melayu is preferred to facilitate effective communication with our regional client base in Taiwan, Malaysia, and Indonesia.

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