OverviewMedallia is seeking a dynamic and strategic Alliances Director to lead and expand our ecosystem of Consulting and Services Partners in West Coast US and LatAm. In this critical role, you will drive the strategy, development, and execution of partnerships that enhance Medallia's offerings, expand our market reach, and drive mutual growth. You will collaborate closely with internal teams, partners, and customers to ensure alignment and success in achieving joint business objectives.
ResponsibilitiesStrategy Development:
- Define and execute the overall partnership strategy for Consulting and Services Partners, aligning with Medallia’s business goals.
- Identify and prioritize key partners that can enhance Medallia's solutions, expand market reach, and drive revenue growth.
Partnership Management:
- Build and maintain strong relationships with senior executives at partner organizations.
- Develop joint business plans with key partners, setting clear objectives, KPIs, and go-to-market strategies.
- Negotiate and manage partnership agreements, ensuring they deliver mutual value.
Go-to-Market Execution:
- Work closely with Sales, Marketing, Product, and Customer Success teams to develop and execute joint go-to-market strategies with partners.
- Enable partners through training, marketing support, and joint solution development.
- Drive partner-led sales and ensure partners are equipped to effectively sell and support Medallia solutions.
Performance Management:
- Monitor, measure, and report on the performance of partner relationships and programs, using data-driven insights to optimize and scale.
- Ensure partners meet performance expectations and deliver on agreed objectives.
- Regularly review and refine partnership strategies based on market trends, partner performance, and evolving company goals.
Ecosystem Expansion:
- Identify and onboard new partners that align with Medallia’s strategic objectives.
- Foster innovation by facilitating the integration of partner solutions with Medallia’s platform.
Market Intelligence:
- Stay informed about industry trends, competitive landscape, and emerging technologies to inform partnership strategies.
- Provide feedback to internal teams on market needs and partner capabilities.
QualificationsEducation:
- Bachelor’s degree in Business, Marketing, or a related field. MBA or advanced degree preferred.
Experience:
- 5+ years of experience in alliances, business development, or partnership management, ideally within the SaaS, consulting, or technology sectors.
- Proven track record of developing and managing successful partnerships with Consulting and Services Partners.
- Experience in negotiating complex agreements and driving joint go-to-market strategies.
Skills:
- Strong strategic thinking and problem-solving abilities.
- Excellent communication, negotiation, and relationship-building skills.
- Ability to manage multiple initiatives simultaneously in a fast-paced environment.
- Proficiency in analyzing data and using insights to drive decisions.
- Familiarity with Medallia’s platform and customer experience management solutions is a plus.
Leadership:
- Ability to lead cross-functional teams and influence stakeholders at all levels.
- Demonstrated ability to work collaboratively and drive results in a matrixed organization.
