BlackLine automates and controls financial close processes for midsize and large organizations.

Channel Partner Director

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Employer Provided Salary: $132,000-$176,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.

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:
As a Channel Partner Director, you will be responsible for the channel development of Blackline's Mid-Market and Emerging Market segment with regional channel partners.
You'll Get To:

  • Act as the driver of Solution Providers in the region to ensure all aspects of relationships are fully operating at scale, with the ability to conduct executive-level conversations with partners and drive internal cross-functional alignment with Blackline stakeholders.
  • Responsibilities include profiling, targeting, recruiting, partner contract negotiations, and enabling high-quality channel partnerships.
  • Ensure partner is fully enabled and has required capabilities to sell, implement, and act as customer success managers, with a high rate of account expansion, renewals, upsell, and customer satisfaction.
  • ​Ensure and continuously assess that all recruited Channel/Solution Providers are committed to driving revenue, and that they have quality resources to generate pipeline, demonstrate the product, sell, implement and deliver customer success services.
  • Create and monitor yearly business plans, including measurable metrics, with channel partners in the geos.
  • Responsible for the development of key relationships with the channel partners and facilitating relationships between partner and Blackline leadership.
  • Maintain accurate dashboard results of channel partners for assigned geo and communicate to key stakeholders the effectiveness of the channel programs and investments.
  • ​Ensure partner compliance with channel agreements and channel rules of engagement, including working with Channel sales reps to manage potential channel conflicts.
  • The role requires a high understanding of other functions, including sales, marketing, channel and sales operations, business processes, and professional services. This means the ability to work well cross-functionally, including the ability to:
  • Liaise with Channel sales reps to ensure partners drive demand generation and execute pipeline-building efforts.
  • Collaborate with Partner Enablement team to ensure partners have all required self-service training and certifications across all customer lifecycle from acquisition to on-going customer success. Additionally, work closely with Partner Enablement teams on tailoring enablement strategies, offerings, and assets to the Channel needs.
  • Coordinate with BlackLine's partner marketing group to develop a channel marketing strategy and plans, tailoring marketing tactics for each channel partner and monitor their effectiveness. Provide input to Blackline channel operations to develop the required infrastructure and operational processes to scale channel partners to significant growth over the next few years.
  • Ensure effective and timely communications on relevant announcements, programs, and performance - with both internal and external partner stakeholders.
  • Actively promote Blackline's channel value proposition within BlackLine and Partner organizations. Function as a strong advocate for the partnerships. Clarify and communicate the highest impact metrics (growth, customer success, etc.)

What You'll Bring:
Required Qualifications
Years of Experience in Related Field: 5+ years of channel sales experience for a SaaS provider
Education: Bachelor's degree, Masters preferred
Technical/Specialized Knowledge, Skills, and Abilities:

  • Experience in Partner / Alliance Management, managing channel partners including VARS, SI's, boutique, and regional system integrators in the ERP or adjacent solutions.
  • Understanding of service offering creation, marketing, lead generation processes, and key performance indicators/value drivers for large professional services / SI organizations.
  • Track record of delivering measurable results, regularly meeting or exceeding targets.
  • Strong executive presence and exceptional communication skills (verbal and written).
  • High presentation skills with ability to succinctly summarize key points in executive meetings
  • 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 a strong work ethic, personal drive, and character qualities that match with company core values and inspire others to follow and act.
  • Understanding of service offering creation, marketing, lead generation processes, and key performance indicators/value drivers for technology partnerships.
  • Practical experience in supporting the definition and delivery of solutions with partner leads/P&L owners.
  • 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.​​
  • Willingness to travel on as-needed basis

We're Even More Excited If You Have:

  • Experience in finance/accounting-related business

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, 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 $132,000.00 - 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.

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What are BlackLine Perks + Benefits

BlackLine Benefits Overview

BlackLine believes in providing the best possible service to its clients, and that starts with offering amazing perks to its employees. These perks include 100% coverage for healthcare, vision, and dental, 401(k) matching, ESPP, food, drinks, games, and so much more!

Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Employee resource groups
Employee-led culture committees
Flexible work schedule
Remote work program
Documented equal pay policy
Dedicated diversity and inclusion staff
Highly diverse management team
Mandated unconscious bias training
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
At BlackLine, we feel that paying 100% of our employees’ health benefits is 100% the right thing to do. Medical, dental, and vision are taken care of by the company.
Life insurance
Pet insurance
Wellness programs
Team workouts
BlackLine has been offering company wide virtual fitness classes such as, Aerobics and Yoga!
Mental health benefits
Financial & Retirement
401(K) matching
BlackLine provides employees with a 401(k) matching plan.
Company equity
Employee stock purchase plan
BlackLine offers and Employee Stock Purchase Plan with the ability to buy stock at a discounted price.
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid holidays
Paid sick days
Flexible time off
Floating holidays
Office Perks
Commuter benefits
Company-sponsored outings
BlackLine hosts company outings several times per year.
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
We offer employees free on-site garage parking.
Fitness stipend
Home-office stipend for remote employees
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Continuing education available during work hours
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

We’re better together and know that amazing individuals make amazing teams. We also know that we bond through socializing and shared experiences. That’s how teams gel and support each other.

So, we like to play games together: table tennis, poker, and video games. We encourage company sports leagues and fitness groups. We relax with happy hours and team get-togethers, and we never let a holiday season go by without a celebration.

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