Senior Director of Technology Alliances & Partner Solutions

The Senior Director of Technology Alliances & Partner Solutions will lead the development, growth, and management of Independent Software Vendor (ISV) partner relationships and our partner solutions professionals, who work with internal stakeholders cross functionally in the design and execution of partner solution strategies. This is an opportunity to build a viable ISV business model for Workiva leveraging our current partnerships and developing new partners that compliment the Workiva platform.  This person must have deep expertise on building ISV partnership especially with AWS Marketplace.  The person in this role will lead a team of alliances professionals that manage ISV partners and their respective channel strategies. The Senior Director will leverage their prior industry experience to optimize existing partner relationships, drive net-new growth, and identify new partnership opportunities. This person works closely with the Senior Directors for System Integrators, Partner Sales, Account Executives, Marketing, Product Development, Customer Success, and Operations to ensure program success. 

What You’ll Do

• Build an ISV business from the ground up

• Expertise in building out AWS Marketplace offering

• Lead the partner solutions team and the  team of alliances professionals that manage existing ISV partners

• Provide leadership in driving: Infrastructure and programs to ensure ISV success, SI-led ISV GTM strategy, leveraged sales bookings, expansion of programs, enablement and technical competency, customer satisfaction, executive level relationship management, escalations, co-marketing programs, and all other aspects of ISV management

• Coach their team in the development and execution of business plans, including Solution and Platform focus by industry, GTM strategy, affiliated tactics, Marketing plans, Capacity and Competency expansion, Sales engagement, and Executive Alignment

• Manage their book of business through proactive pipeline management and precise forecasting

• Drive partner adoption by engaging with high level executives and strategic thinkers across organization

People Management:

• Builds a growth-minded team, attracting and developing talent while aligning with Workiva's values

• Lead a team of alliance managers/directors focused on achieving established revenue/growth goals and MBOs that represent mutually beneficial business outcomes

• Provides employees with coaching, feedback, and developmental opportunities to enhance their skills, motivation, and performance

• Maintains an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and Partner needs to fulfill the company vision

• Matches staff skills and talent to tasks to ensure optimal engagement and performance

• Rewards superior team and individual performance in ways that enhance employee engagement, commitment, and satisfaction

• Team management, including recruitment, supervision, development, evaluation, and disciplinary actions

What You'll Need

Minimum Qualifications

• 12+ years of related experience in software and/or SaaS Alliance leadership and/or consulting

• 8+ years of team management experience

• Undergraduate Degree or equivalent combination of education and experience in a related field.

Preferred Qualifications  

• Comprehensive understanding and ability to create a PNR program

• Comprehensive understanding and ability to create OEM and Platform development programs

• Experience with online “Marketplace” environments geared toward ISV promotion and sales

• Expertise on building ISV partnership especially with AWS Marketplace

• Proven ability to develop and execute a strategy involving multiple stakeholders

• Experience interacting cross-functionally in a matrix-oriented environment critical (including but not limited to sales, services, product, customer success, marketing, operations)

• Technical aptitude in SaaS would create unique differentiation

• Strategic mindset and ability to identify ways to successfully develop and execute a strategy

• Ability to set goals with clear success measures

• Ability to engage and collaborate with senior leaders and external Partners

• Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines

• Excellent judgment and creative problem-solving/critical thinking skills

• Thrives in a collaborative environment and strong ability to be flexible in work approach based on business needs

Travel Requirement & Working Conditions

• Up to 35% travel across North America for regular customer meetings and events

• Reliable internet access required for any period of time working remotely and not in a Workiva office

How You’ll Be Rewarded

✅ Salary range in the US: $185,000.00 - $296,000.00

✅ Eligible for commission based on sales performance

✅ Restricted Stock Units granted at time of hire

✅ 401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Workiva is an Equal Employment Opportunity and Affirmative Action 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, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.  We strongly encourage and welcome people from historically marginalized groups to apply.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].

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

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.

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