Director of Partner Sales

The Director of Partner Sales - Regulated Industries (Healthcare, Energy, etc.) is a driving force in the establishment, growth, and GTM strategy within Workiva for our Majors (Large Enterprise) Team. The Director will leverage their experience to identify and establish new partnership opportunities, optimize existing partner relationships, and develop offerings and accelerators relevant to Healthcare, Energy, and related regulated industries, while driving net-new growth. This position works closely with the VP of Global Channels & Alliances and the VP of Sales. Cross organizational alignment with Account Executives, Alliance Directors, Marketing, Product Development, Solutions, Customer Success, and Sales Operations is critical in ensuring program success.

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

• Regional Consulting Partners
• GSIs
• ISVs
• Distributors

Provide leadership in driving:

• Executive level relationship management
• Contracting strategy
• Market Intelligence
• Sourced and Co-Sell bookings
• Partner recruitment & activation
• Partner Enablement and delivery excellence
• Escalations
• Pipeline development
• Pipe Nurture

Minimum Qualifications

• 8+ years of related experience in software and/or SaaS and/or consulting
• Undergraduate Degree or equivalent combination of education and experience in a related field.

Preferred Qualifications

• Proven ability to develop and execute a strategy involving multiple stakeholders
• Experience selling or working closely across Healthcare including payers, providers, and life sciences.
• Self-motivated with strong propensity for action, results and continuous improvement
• Experience interacting cross-functionally in a matrix-oriented environment critical (including but not limited to sales, services, product, customer success, marketing, operations)
• Ability to identify ways to successfully develop and execute a strategy
• Ability to engage and collaborate with senior leaders and external Partners
• 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
• Thrives in a collaborative environment and strong ability to be flexible in work approach based on business needs

• Up to 35% travel across North America for regular customer meetings and events
• Reliable internet access required for any period of time working remotely and not in a Workiva office

On Target Earnings (OTE) range in the US: 222,000.00 - 357,000.00 USD Annual

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.

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.

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 employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

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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