Senior Director Channels & Alliances - ISV Team

Job Summary

The Senior Director of Independent Software Vendor (ISV) Alliances will lead the development, growth, and management of strategic ISV partner relationships and affiliated ISV programs and infrastructure. While there are existing partners in the program, only a small number are active. This is an opportunity to build a viable ISV business model for Workiva from the ground up. The person in this role will also 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, Partner Solution Directions, Regional Sales Directors, Marketing, Product Development, Customer Success, and Operations to ensure program success.

Responsibilities

 
Build an ISV business from the ground up
 
Lead 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
Education

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

Skills

 
Strong verbal, written and interpersonal communication skills
 
Team development and mentorship
 
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
 
Negotiation, influencing, collaboration and conflict resolution skills
 
Exception organizational skills with the ability to multi-task and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet deadlines
 
Excellent judgment and creative problem-solving/critical thinking skills
 
Self-motivated with strong propensity for action, results and continuous improvement

 Experience

 
8+ years of related experience in software and/or SaaS Alliance leadership and/or consulting - specifically with ISVs
 
5+ years of team management experience
 
Comprehensive understanding and ability to create a PNR program
 
Comprehensive understanding and ability to create OEM and Platform development programs
 
Deep experience with online “Marketplace” environments geared toward ISV promotion and sales
 
Deep understanding of ISV enablement and strategies for growth
 
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

 Travel Requirement

 
Up to 35% travel across North America and occasionally globally

 Working Conditions & Physical Requirements

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


How You’ll Be Rewarded:

 
Salary range in the US: 

$197,000.00 - $262,900.00 Annually

 
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.


Where You’ll Work

Our values drive how we work and who we hire. You will see these values ingrained in how we support our customers, work with team members, build our products and in the work environment we’ve created.

 
Customer Success:  Always delight our customers.
 
Trust: Rely on each other. 
 
Integrity: Do the right thing, every time. 
 
Collaboration: Share resources and work together. 
 
Innovation: Keep creating solutions and finding better ways. 
 
Inclusion: Support a diverse community where we all belong. 
 
Accountability: Be responsible for your success and failure.

We believe our people are our greatest asset, and our unique culture gives employees the opportunity to make an impact everyday. We give our employees the freedom and resources they need—backed by our culture of collaboration and diverse thought—to continue innovating and breaking new ground. We hire talented people with a wide range of skills and experiences who are eager to tackle some of today’s most challenging problems.

At Workiva, you’ll enjoy: 

 
Fantastic Benefits: With coverage starting day one, choose from competitive health, dental, and vision plans on the largest physician networks available.
 
Casual Dress: Workiva has a casual work environment, most people wear jeans to the office.
 
Involvement: Ability to participate in Business Employee Resource Groups (Black, Hispanic, Asian, Women, Rainbow (LGBTQIA+), Veterans, Disabilities), Volunteering, Company wide celebrations, and more
 
Work-life Balance: We have competitive PTO, VTO and Parental Leave. We encourage employees to spend time enjoying life outside of work.  

Learn more about life at Workiva: https://www.linkedin.com/company/workiva/
Learn more about benefits: https://www.workiva.com/careers/benefits  
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 talentacquisition@workiva.com.  
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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