Global Alliances Director

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It's fun to work in a company where people truly believe in what they're doing!

At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications.

Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance.

Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.

• Develop alliance strategy and annual GTM plan for a select group of portfolio partners
• Define mutually agreed outcomes/ metrics and obtain partner commitments in areas ranging from practice development, marketing, and sales.
• Confirm priority industry segments and target accounts with partner alliance leads, and work with regional sales leadership and field alliance managers to execute partner sales engagement plans - driving increased pipeline and closed sales
• Develop and execute well-defined, revenue-driving programs including partner offerings related to BlackLine's solutions and services
• Drive mutually agreed practice development plans and BlackLine programs that continue growth of each partners' BlackLine practice. Confirm target outcomes via key metrics (BlackLine certifications, FY practice bookings, customer success stories, etc.).
• Align top partner executives (practice leads, industry leads, client teams, etc.) with their BlackLine counterparts.
• Actively promote alliance value proposition for each partner within BlackLine, and the partner's organizations. Function as a strong advocate for the alliance. Clarify & communicate highest impact metrics (growth, customer success, etc.).
• Develop and grow a network of sponsors and champions across all relevant groups within the partner organizations.
• Work across BlackLine's internal Field Alliance team to educate and collaborate around partner GTM and strategy including regional focus areas of the joint partner GTM, and advocate for partner offerings, success stories, etc.
• Develop a sales engagement playbook that can be executed by BlackLine's Field Alliances team with each partner.

• Steward of the BPO Program, collaborate with VP Alliances and Partner Program Director on BPO Program Strategy & Evolution
• Manage BPO Partner Relationships similar to the Alliance relationships as described above
• Develop GTM Strategy and Annual Plans with each BPO Partners, and drive execution against plans
• Collaborate with Alliance Management peers that may manage select BPO relationships
• Develop and execute well-defined, revenue-driving programs including partner offerings related to BlackLine's solutions and services
• Drive mutually agreed practice development plans and BlackLine programs that continue growth of each partners' BlackLine practice. Confirm target outcomes via key metrics (BlackLine certifications, FY practice bookings, customer success stories, etc.).
• Drive adherence to program requirements by BPO partners
• Maintain accurate pipeline & results dashboards that communicate to key stakeholders the effectiveness of the alliance programs & investments.
• Orchestrate business performance reviews to assess operational metrics/effectiveness on a recurring basis with select partners as appropriate
• Ensure effective and timely communications on relevant announcements, programs, and performance - with both internal and external stakeholders.
• This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.

• 10-15+ years' experience in Partner / Alliance Management managing SI partners including experience with a variety of partner types preferred
• 5+ years experience with BPO/Software vendor partnering and collaboration models
• 5+ years' experience in finance/accounting related business experience preferred
• Existing working relationships with partners in scope for role strongly preferred
• Understanding of service offering creation, marketing, lead generation processes and key performance indicators/value drivers for large professional services / SI organizations.
• Practical experience in supporting definition and delivery of solutions with partner leads/P&L owners.
• Track record of delivering measurable results, regularly meeting or exceeding targets. Priority given to experience driving influenced revenue or channel sales via partnerships with SI's, Big 4s, etc..
• Strong executive presence & exceptional communication skills (verbal, written). Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus.
• Demonstrated ability to build, lead and execute strategy in a collaborative environment.
• Superior ability to build and maintain positive working relationships.
• Exceptional analytical, organizational, and project management skills. Ability to quickly analyze and apply relevant information to make timely and critical decisions that affect cross-functional teams to increase program ROI and effectiveness.
• Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment, take charge and make things happen.
• Self-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires others to follow and act
• Willingness to travel on as-needed basis globally.
• Bachelor's degree, Masters preferred

• A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
• A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
• A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.