Director of Technology Partnerships

Summary

The Director of Technology Partnerships is a driving force in the establishment, development and execution of the Go-To-Market (GTM) strategy for Independent Software Vendors (ISVs) at Workiva. The Director will leverage their experience to develop Alliances with some of the world’s largest software companies. A net new channel for Workiva, these partnerships represent a significant growth opportunity. As a result we are seeking a seasoned professional with a proven track record of developing and driving world class partnerships, developing compelling joint offerings in conjunction with our consulting partners, and identifying new routes to market. 

Responsibilities include defining and leading strategy, business planning, joint value propositions, and strategic initiatives in order to grow the pipeline, revenue, and market share for Workiva. They will work within Workiva as well as within the partner’s organization to build trust, alignment, and accountability. This involves initiating, cultivating and sustaining relationships with partner executives and sales leaders that result in a highly effective partnership delivering material impact to both the partner and Workiva. 

What You’ll Do

 

Provide leadership in driving:

• Executive level relationship management

• GTM Strategies

• Joint Value Propositions

• Sourced and co-sell bookings

• Partner recruitment and activation

• Partner enablement and delivery excellence

• Pipeline development

• Pipe nurture

What You'll Need

Minimum Qualifications

• 8+ years of related experience in software and/or SaaS leadership 

• Prior experience partnering with Independent Software Vendors (ISVs)

• Proven track record of success meeting and exceeding quotas, driving revenue via direct and partner-influenced opportunities

• Bachelor's degree

Preferred Qualifications

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

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

• Technical aptitude in SaaS would create unique differentiation

• Expertise working with any of the following partner programs:  AWS Partner Network (APN),  Microsoft AppSource, Workday Solutions Marketplace, ServiceNow Store

• Ability to identify ways to successfully develop and execute a strategy

• Negotiation, influencing, collaboration and conflict resolution skills

• 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

• Self-motivated with strong propensity for action, results and continuous improvement

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

 

Travel Requirement

• Up to 35% travel

 

Working Conditions and 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: 

$126,000.00 - $214,000.00

• 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.

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 emplo