Senior Director, Alliances

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Medallia’s mission is to help companies win through customer experience. The world’s best-loved brands trust Medallia’s Experience Cloud™, which embeds the pulse of the customer in an organization and empowers employees with the real-time customer data, insights, and tools they need to make every experience great. Named a leader in the most recent Forrester Wave and ranked in the 2018 Forbes Cloud 100 list, Medallia is growing quickly, with a global footprint that spans Silicon Valley, Austin, New York, Washington DC, London, Paris, Sydney, Buenos Aires, Tel Aviv, and Prague. Here, we value people for each of the aspects that make them whole. We believe that people should not be defined only by a job title—nobody is "just an engineer" or "just a salesperson." We are each partners, parents, children, siblings, friends, and former classmates. We have different backgrounds and we celebrate different cultures. And, just like our product, we honor each of the experiences that build our people.

At Medallia we hire the whole person, not just a part of them.

Serve as global alliance lead for our Medallia Technology Partner Program and build high-value relationships with ISV partners and create joint go-to-market offerings This role works with multiple internal and external functional groups including product management, marketing and sales to ensure a well defined and successful partner journey from inception to field enablement account mapping and co-selling. We are looking for a passionate, forward-thinking, results-oriented individual contributor with exceptional operational discipline. The successful candidate will demonstrate a growth mindset, be customer focused, a team player, and an effective cross-group collaborator and influencer. 

Responsibilities

  • Develop and foster partner relationships with key ISVs in defined vertical markets.
  • Understand partners field and GTM sales teams to align for joint GTM and field engagement activities.
  • Execute business plans with partners that include clear and transparent success targets, such as quarterly pipeline and sales targets. 
  • Partner effectively and energetically with Medallia field sales to facilitate co-selling with partners.
  • Collaborate with Solution Architect to define and evolve joint partner solutions and use cases.
  • Coordinate with Enablement to drive awareness and evangelize partnerships internally.
  • Collaborate with partner’s stakeholders and Marketing to craft and execute a go-to-market strategy that includes events, webinars, and thought leadership to drive market awareness and lead generation.
  • Collaborate with partner counterparts to drive enablement and awareness within partners’ organizations, particularly among field sales teams and solution consulting organizations
  • Communicate plans to executives, both internally and with partners.
  • Manage partner-specific sales pipelines and proactively maintain internal documentation so that deals and notes are up-to-date in CRM and lead tracking platforms.
  • Problem solve effectively with partners and internal stakeholders, proactively identifying bottlenecks to success and escalating effectively, with solutions, where necessary.

Required Qualifications

  • 5-10+ years of experience in business strategy, consultative selling, field selling customer success management or go-to-market strategy.
  • Bachelor's degree or equivalent work experience
  • Alliances experience at an enterprise software/SaaS company
  • Demonstrated leadership of the co-selling process between sales and partners
  • Proven ability to meet and exceed sales targets
  • Ability to develop and execute end-to-end business plans in highly unstructured and dynamic environment
  • Excellent relationship-building and problem-solving skills
  • Highly recommended by key stakeholders at multi-year strategic partnerships

Preferred Qualifications

  • Extensive network of sales and partner relationships
  • Vertical Market experience
  • Knowledge of the Customer Experience market
  • MBA degree

At Medallia, we don’t just accept difference—we celebrate it and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity and consideration are afforded to all qualified applicants and employees. We won't unlawfully discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other category protected by law. We also consider all qualified applicants regardless of criminal histories, consistent with legal requirements.

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and local disability laws.

For information regarding how Medallia collects and uses personal information, please review our Privacy Policies.

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Location

Austin, TX

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