Senior Director of Partner Sales - Financial Services

Job Summary

The Senior Director of Partner Sales will provide leadership in the establishment, growth, and GTM strategy for industries for Workiva. The Senior Director will leverage their prior industry experience to optimize existing partner relationships, develop offering and accelerators with partners, drive net-new growth, identify new partnership opportunities, and build out the Distribution model for specific industries. They will oversee and direct the development of multi-function plans specific to the Industry they cover, as well as drive future concepts, products, or technologies both Partner and Workiva-led specific to the markets they lead. This position works closely with the SVP of industries, their Area Vice Presidents, and the Industry Solution Owners. Cross organizational alignment with Alliance Directors, Marketing, Product Development, Customer Success, and Sales Operations is critical in ensuring program success. The Senior Director will be recognized as a company-wide thought leader with broad industry knowledge; and may be considered a technical authority as well.

Responsibilities

Develop and execute the Go to Market Strategy for Channel and Alliances

• National & Regional Consulting Partners

• GSIs & GRC partners

• ISVs

• Distribution and resell where applicable

Strategic (non-operational) management of Workiva’s Distributor/Master Aggregator where applicable

• Pipeline development

• Pipe Nurture

• Partner recruitment & activation

• Partner Marketing

• Partner enablement

Provide leadership in driving:

• Executive level relationship management

• Contracting strategy

• RFx strategy

• Market Intelligence

• Sourced and Co-Sell bookings

• Expansion of programs

What You'll Need

Education

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

Skills

• Strong persuasion and diplomacy to resolve sensitive conflicts

• Ability to exercise strategic judgment that determines long-term standards and procedures across multiple functional areas

• Ability to and proven track record in working on difficult and significantly ambiguous problems impacting strategy and future success which is inherent to complex markets

• Strong verbal, written and interpersonal communication skills

• Team development and mentorship

• 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 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

Experience

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

• 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

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: 

• 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.