VP, Partner Sales

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:
The VP, Partner Sales is responsible for guiding BlackLine's Solution Provider/Channels partnerships and select global Field Alliance teams to maximize sales impact, bookings growth and customer success. Responsibilities include driving incremental revenue and Go-To-Market (GTM) planning by driving Solution Provider revenue to achieve or exceed BlackLine's revenue goals globally, and driving execution of Global Alliance GTM via select Field Alliance teams in different global markets that drive Partner GTM strategies and Sales Alignment in their territories.
The overall global plans include regional strategy and GTM plan and will reflect global priorities and initiatives and will be aligned with our regional teams. This executive will subsequently be responsible for executing against that plan and managing a global team. Key areas of responsibility include Solution Provider Strategy & Planning, Budgeting, Program Development, Program Management / Delivery, Executive Alignment, Stakeholder Management and Channel & Alliance Marketing. On the Field Alliances side responsibilities include creation and consistent execution of global partner sales programs, identifying and executing market-specific approaches as needed, driving partner demand generation, and collaboration with other adjacent Global Alliances & Channels teams, the Sales Leadership and other functions.
You'll Get To:
Solution Providers (Channel):

• Evolve Solution Provider Program to the next level of quality, partner self-sufficiency, partner pipeline generation, revenue growth, customer success, and profitability targets

• 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

• Manage team of Channel Directors that drive SP strategy execution in different markets

• Recruit, enable and activate high quality Solution Provider partners in target markets as per strategy (quality/productivity over quantity)

• Oversee Creation and yearly monitoring of 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 strategies, and pipeline growth programs through Solution Providers

• Drive SP demand generation strategy and collaborate closely with channel marketing on channel marketing programs, kits, tools, assets, etc.

• Be the champion of the Solution Provider Program with other BlackLine stakeholders, create and distribute effective KPI reporting to highlight progress, successes, and challenges and resulting actions or initiatives

• Setup the right infrastructure to scale the program and Solution Provider partners to significant growth over the next few years

• Champion and drive internal operational support needs to enable program success with Operations, IT, and other functions

Field Alliances

• Oversee in-market Alliance strategy and GTM planning across regions in scope ("territory") with all partner types

• Drive GTM, governance and service alignment approach with portfolio partners in territory

• Oversee regional field alliance teams in territory to execute alliance strategy and plans for territory

• Align closely with Sales Management leadership in territory so alliance strategy and operations support BlackLine's regional Go-to-Market

• Drive consistent execution of alliance practices in territory, including business planning, executive governance, communications, team collaboration, etc.

• Confirm priority industry segments and target accounts with regional field alliance leads, and regional sales leadership and sales executives to execute partner sales engagement plans - driving increased pipeline and closed sales

• Develop and execute well-defined, revenue-driving programs.

• Drive mutually agreed practice development plans that continue growth of each partners' BlackLine practice. Confirm target outcomes via key metrics (BlackLine certifications, Partner revenue, customer success stories, etc.).

• Align top partner executives (practice leads, industry leads, client teams, etc.) with their BlackLine counterparts.

• Actively promote alliance value proposition for each partner within BlackLine, and the partner's organizations. Function as a strong advocate for the alliance. Clarify & communicate highest impact metrics (growth, customer success, etc.).

• Maintain accurate pipeline & results dashboards that communicate to key stakeholders the effectiveness of the alliance programs & investments.

• Orchestrate business performance reviews to assess operational metrics/effectiveness on a recurring (quarterly) basis with partner alliance leads, alliance teams.

• Ensure effective and timely communications on relevant announcements, programs, and performance - with both internal and external stakeholders.

• Deliver SAP revenue to achieve or exceed BlackLine's SAP revenue goals in territory and in alignment with other internal SAP-focused groups, focusing on Alliance partner SAP practice alignment

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

What You'll Bring:
Years of Experience in Related Field:
20+ years' business experience with at least 12+ years in Partner/Alliance/Channel Management fields and 5+ years in a similar role. Preference for relevant experience with Enterprise business/finance applications, SaaS ecosystems.
Education: Bachelor's Degree, MBA 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.

• Executive presence and presentation skills

• History of successful C-Suite/Senior partner stakeholder management

• Proven track record of successful, empathic people leadership and talent development

• 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

We're Even More Excited If You Have:
Strong relationships with Resellers, other Ecosystem Executives in territory
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, ethnicity, 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.
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Salary Range:
USD $217,000.00 - USD $271,000.00
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.
BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.
Accommodations:
BlackLine is committed to creating an inclusive and accessible experience for all candidates. If you require a reasonable accommodation that would better enable your success during the application or interview process, please complete this form.