Channel Partner Director

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!

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.

• 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.)

5+ years of channel sales experience for a SaaS provider
Bachelor's degree, Masters preferred

• 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

• Experience in finance/accounting-related business

• 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.

USD $132,000.00 - USD $176,000.00

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.