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Director of Strategic Partnerships

Melbourne, Australia | Workiva

  • Industry:
    Computer Software / Computer Games
  • Position Type:
    Full-Time
  • Functions:
    Business Development
    General Management
  • Experience:
    10-12 years
Job Description:
82 people have viewed this job

Led by an action-driven leadership team, employees at Workiva develop and provide cutting-edge solutions and services to the business market. We're a fast-growing, publicly traded SaaS company that firmly believes that our people are our greatest assets. Our unique culture gives employees the opportunity to not only make a difference, but BE the difference.


The Director of Strategic Partnerships (DSP)will drive sales of our industry-leading Wdesk platform, services, and solutions with and through key Advisory firms. Working in a team environment, the DSPwill promote and sell our cloud-based solutions to both existing customers and new business prospects within an assigned territory.


Location: We will consider highly qualified candidates based in/near Sydney or Melbourne, Australia

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.

Understand partners’ end markets, and use competitive insights to create actionable partner plans and leverage/extend 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.

Build & execute business plans for establishing key partnerships to support revenue growth objectives; negotiating corporate wide agreements with these strategic partners

What you'll need:

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 accounts

BA/BS preferred, MBA a plus

Ability to travel appx 40-50%

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


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