Job details
Job type full-time
Full job description
Job summary
Responsible for channel development of blackline’s midmarket and emerging market segment with regional channel partners
Responsible for channel strategy in assigned geo (north am, emea or apac), working in alignment with geo sales leadership and field alliances
Responsibilities include profiling, targeting, recruiting, contract negotiations and enablement of high-quality channel
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
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 &
Ensure partner compliance with channel agreements and channel rules of engagement, including working with field alliances to manage potential channel
Ensure partner is fully enabled and has required capabilities to act as customer success managers, with high rate of upsell, and high customer satisfaction
Role requires ability to work cross-functionally including:
Liaise with field alliances to ensure partners are driving demand generation & executing on 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 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
Actively promote blackline‘s channel value proposition within blackline and partner function as a strong advocate for the partnershipsClarify & communicate highest impact metrics (growth, customer success, et c.)
Required qualifications
Years of experience in related field: 5+
Education: bachelor’s degree, masters preferred
Willingness to travel on as-needed basis
Preferred qualifications
Experience in partner / alliance management, managing channel partners including vars, si’s, boutique and regional system integrators in the erp or adjacent
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 large professional services / si
Track record of delivering measurable results, regularly meeting or exceeding
Exceptional analytical, organizational, and project management skillsAbility to quickly analyze and apply relevant information to make timely and critical decisions that affect cross-functional teams to increase program roi and
Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment, take charge and make things happenSelf-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires 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 definition and delivery of solutions with partner leads/p&l owners.
Strong executive presence & exceptional communication skills (verbal, written).
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.
