VP of Global Channels – Alliances

Other Jobs To Apply

No other job posts for this day.

Job 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
Back to blog

Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...