Job Description
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
