The Partnerships and Alliances Director is an individual-contributor role as a cultivator of Big 4 and regional advisory partnerships in Greater China for Workiva.
Candidates must have experience building relationships from within Big 4 or other large advisory firms. Ideal candidates will have exposure to solving complex challenges with process re-engineering, practice management, financial transformation, and/or financial process improvement. Experience working with leadership in the Office of the CFO is a plus.
The Director of Strategic Partnerships is responsible for GTM plan with key Advisory Firms that enable our Sales Organization to grow market share thru strategic teaming , Sales linkage , partner enablement and enterprise solutions that link the various systems that F1000 companies deploy .
What You’ll Do
Identify and secure new target engagements , and maintain a strict cadence to drive revenue with and through partner relationships.
Identify target opportunities to complement and expand the reach and attractiveness of Workiva’s platform solution.
Drive partner adoption by engaging with high-level executives and strategic thinkers across an organization.
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.
Assist in the development and delivery of sales, technical, and solutions training to ensure partner stakeholders ( SI's, Partners) are well equipped to effectively market, position, and sell Wdesk as an integrated solution.
Identify new routes to market to better extend the Workiva presence
Establish and maintain exceptional partner relationships with the necessary partner stakeholders for the purpose of designing and executing initiatives to develop, manage and drive revenue growth.
Collaborate with individuals and teams across the organization to assist in the successful execution of key initiatives with our partnerships, frequently leading or assisting sales teams in customer/prospect discussions with our strategic partners.
Responsible for building & executing business plans for establishing key partnerships to support revenue growth objectives; negotiating corporate wide agreements with these strategic partners
What You'll Need
Undergraduate Degree or equivalent combination of education and experience in a related field.
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
Proven ability to manage complex sales cycles
Demonstrated ability to recognize, analyze, and execute on small and large-scale enterprise-wide business opportunities
Strong leadership and teamwork skills
Ability to differentiate and successfully position new, disruptive solutions
Ability to participate effectively in cross-functional teams and work well in a matrixed management environment, including; Sales, Business Development, Pre-Sales Engineer, and Post-Sales Consulting
Ability to manage and report on simultaneous partner engagements, across an account base excellent critical thinking and analytical skills a must
Excellent written communication and presentation skills
Disciplined sales forecasting acumen
Minimum 10 years enterprise IT sales and alliance experience (enterprise software required)
Proven track record of quota overachievement
Proven track record of developing complex repeatable technology solutions with large enterprise
Up to 50% Travel required
Bilingual fluency in both English is required - additional fluency in Mandarin and/or Cantonese is preferred
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.
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:
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