Alliances Director

Get to Know Us:
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.
Work, Play and Grow at BlackLine!
Make Your Mark:

• Responsible for developing business with a selected group of strategic alliance partners (SAP, Deloitte, EY, etc.) within an assigned Geo(s) in the NA region.
• Responsible for BlackLine's strategic partnership with SAP relative to the assigned Geo(s) in the region. Primary responsibilities include building pipeline with SAP, driving incremental ACV, supporting sales related activities and Go-To-Market (GTM) planning. The regional strategy and GTM plan will reflect global priorities and initiatives and will be aligned with our regional sales teams. He/she will subsequently be responsible for executing against that plan as it applies to the assigned Geo(s). Key areas of responsibility include Account Planning & Targeting for Sales Regional Plays, Alliance Strategy & Planning, Program Management / Delivery, Executive Alignment, Stakeholder Management and Alliance Marketing
• For each Strategic Consulting & BPO partner, responsibilities include Go-To-Market (GTM) planning and execution, pipeline generation, driving incremental ACV, partner enablement, and internal alignment across various departments. The regional strategy and GTM plan will reflect global priorities and initiatives and will be aligned with our regional teams.
• Responsible for the development of key relationships between regional sales team and Partner organization sales teams and leadership
• Maintain accurate pipeline & results that communicate to key stakeholders the effectiveness of the alliance program & investments.
• Within assigned Geo(s), drive and ˜quarterback' pipeline alignment and joint deal execution, working acrossBlackLine's sales team and the assigned partner teams, towards target revenue numbers for the Geo(s)
• Actively promote alliance value proposition within BlackLine, SAP and Alliance Partner organizations. Function as a strong advocate for the alliance. Clarify & communicate highest impact metrics (growth, customer success, etc.)

You'll Get To:
Roles and Responsibility (list in order of importance)

• SolEx and Power of 3:
  • Maximize regional SAP field relationships and champions
  • Proactively generate regional SolEx pipeline
  • Attain/exceed SolEx ACV quota for assigned Geo(s)
  • Orchestrate Power of 3 (BlackLine + Global Consulting Alliances + SAP) in all SolEx deals
• Global Strategic Alliances:
  • Execute Global Strategic Alliances business plans at local level. Regionalize plan as appropriate
  • Proactively drive regional GCA demand generation and pipeline
  • Originate and drive GCA committed accounts process
  • Extend regional GCA practices creation (Audit, F&A, SAP)
  • Significantly expand and track local Partner Network of BL Champions
  • Single point of contact for all Global Strategic Alliances' teams in Geo(s)
• Regional and general:
  • Drive holistic ecosystem alignment to assigned Geo(s) sales team across all partner types/tiers
  • Manage regional partners to support lower/mid Enterprise (if appropriate)
  • Regional partner development, simplified business plans & execution
  • Proactively generate Partner driven pipeline for the region
  • Joint account mapping & targeting with all partners
  • Partner matching to accounts with sales
  • Partner deal engagement, deal closure, etc.

What You'll Bring:
Required Qualifications
Years of Experience in Related Field: 5+
Education: Bachelor's degree, Masters preferred
Technical/Specialized Knowledge, Skills, and Abilities:
Other:

• Willingness to travel on as-needed basis, regionally and occasionally globally

We're Even More Excited If You Have:

• Experience in Partner / Alliance Management managing SI partners including experience with a variety of partner types preferred (e.g. ISVs like SAP, Big 4, Global SI's, boutiques and Regional SI's).
• 5+ years' experience in finance/accounting related business experience 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.
• 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

Thrive at BlackLine Because You Are Joining:

• 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.

BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, ethnicity, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 2 days a week.
Salary Range:
USD $140,000.00 - USD $176,000.00
Pay Transparency Statement:
Placement within this range depends upon several factors, including the applicant's prior relevant job experience, skill set, and geographic location.
In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.
We are committed to pay transparency and ensuring candidates have clear information about compensation expectations. For roles that include variable incentive components such as an Incentive Compensation Plan (ICP) or On-Target Earnings (OTE), the compensation structure may follow a split model - for example, a 50/50, 70/30, or 60/40 ratio between base salary and variable incentive.
BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.
Accommodations:
BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.