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