Alliances Senior Manager at BlackLine

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Job Summary

  • 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.)

 

 

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.

This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed

 

 

Required Qualifications

Years of Experience in Related Field: 3+

Education: Bachelor's degree, Masters preferred

Technical/Specialized Knowledge, Skills, and Abilities:

Other:

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

 

 

Preferred Qualifications

  • 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).
  • 3+ 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

 

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • .NETLanguages
    • C#Languages
    • RubyLanguages
    • SqlLanguages
    • ReactLibraries
    • AngularJSFrameworks
    • ASP.NETFrameworks
    • Microsoft SQL ServerDatabases
    • MySQLDatabases
    • OracleDatabases
    • BasecampManagement
    • ConfluenceManagement
    • JIRAManagement
    • SalesforceCRM
    • MarketoLead Gen

Location

BlackLine’s headquarters feature open work stations, informal lounge areas, a game room, a music room, quiet pods, training areas, and more.

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!

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Unconscious bias training
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
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
Retirement & Stock Options Benefits
401(K)
401(K) Matching
BlackLine provides employees with a 401(k) matching plan.
Employee Stock Purchase Plan
BlackLine offers and Employee Stock Purchase Plan with the ability to buy stock at a discounted price.
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Holidays
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
BlackLine hosts company outings several times per year.
Game Room
Our game room includes Ping Pong, Pool Table and Video Games.
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
We offer employees free on-site garage parking.
Professional Development Benefits
Job Training & Conferences
Diversity Program
Promote from within
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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