RVP, Sofware Cloud Alliances and Solution Provider Channel at BlackLine

| Remote
Sorry, this job was removed at 3:01 a.m. (PST) on Friday, January 22, 2021
Find out who's hiring in Los Angeles.
See all Sales jobs in Los Angeles
Apply now
By clicking continue you agree to Built In’s Privacy Policy and Terms of Use.

Job Summary

  • Responsible for developing a robust and growing business with a selected group of strategic Software, Cloud alliance partners and Solution Provider Partners globally
  • Drive Software & Cloud Alliances and Solution Provider revenue to achieve or exceed BlackLine's revenue goals globally
  • Develop partnership strategy aligned with overall GTM objectives
  • Define mutually agreed outcomes / metrics and obtain partner commitments around business development, marketing and sales
  • Develop and execute well-defined, revenue-driving programs in cooperation with the partner network and BlackLine's regional sales leaders and other BlackLine stakeholders (Products, Marketing, M&A teams)
  • Establish programs and processes to enable growth of these types of partnerships

Roles and Responsibility (list in order of importance)

  • Software and Cloud Alliances:
    • Create a comprehensive program to identify, recruit and execute Software (ISV) and Cloud partnerships, based on feedback from the BlackLine Field, Product, Marketing and M&A teams.
    • Drive Go-To-Market (GTM) programs with select partners to generate pipeline through different motions based on the specific partnership: Referral, Co-Sell, Resell, etc.
    • Closely collaborate with the BlackLine Products organization to craft a partner ecosystem that complements BlackLine's capabilities: adjacent product areas, connectors, platforms, data sources, ERPs, Cloud Hyperscalers, etc.
    • Build and nurture C-Level relationships across top partners
    • Create Software partners Validation program to confirm that third party ISV connectors to BlackLine are of the highest quality for customer deployment
    • Attain/exceed partner ACV global quota (resell, referral, influence)
  • Solution Providers (Channel):
    • Evolve Solution Provider Program to the next level of quality, partner self-sufficiency, customer success and revenue results
    • Ensure that all recruited 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
    • Recruit, enable and activate high quality Solution Provider partners for North America Mid-Market, Emerging Markets and other strategic markets
    • Create and monitor yearly business plans with all Solution Providers
    • Collaborate with Partner Enablement team to ensure partners have all required self-service training and certifications across all prospect/customer touch points
    • Proactively drive demand generation and pipeline through Solution Providers
    • Setup the right infrastructure to scale the program and Solution Provider partners to significant growth over the next few years

Required Qualifications

Years of Experience in Related Field: 15+

Education: Bachelor's degree, Masters preferred

Technical/Specialized Knowledge, Skills, and Abilities: Microsoft Office or equivalent

Other:

  • Willingness to travel globally on as-needed basis


Preferred Qualifications

  • 15+ years' experience in Partner / Alliance Management managing ISV partners and Channel partners (Solution Providers, VARs, resellers, etc.)
  • 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 Channel types of partnerships
  • 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

Read Full Job Description
Apply now
By clicking continue you agree to Built In’s Privacy Policy and Terms of Use.

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.

More Jobs at BlackLine20 open jobs
All Jobs
Finance
HR + Recruiting
Operations
Product
Project Mgmt
Sales
Project Mgmt
new
Remote
Product
new
Remote
Operations
new
Remote
Sales
new
Remote
Operations
new
Remote
Project Mgmt
new
Remote
HR + Recruiting
new
Remote
Sales
new
Remote
Project Mgmt
new
Remote
Sales
new
Remote
Project Mgmt
new
Remote
Project Mgmt
new
Remote
Project Mgmt
new
Remote
Sales
new
Remote
Sales
new
Remote
Sales
new
Remote
Project Mgmt
new
Remote
Project Mgmt
new
Remote
Apply now
By clicking continue you agree to Built In’s Privacy Policy and Terms of Use.
Save jobView BlackLine's full profileSee more BlackLine jobs