Director of Strategic ISV Alliances - Oracle & Microsoft

Location : Remote, United States | Team: Alliances & Channels

Role Type: Full-Time Employee (Individual)

Medallia is the pioneer and market leader in Experience Management. Our award-winning SaaS platform, Medallia Experience Cloud, leads the market in the understanding and management of experience for candidates, customers, employees, patients, citizens and residents.  

We are more than a software company. We want to be known as a company that does the right thing, no matter the challenge or controversy. We are committed to creating a culture that values every person and every experience. Individual life experiences shape the way we interact with the world, which is why we encourage people to bring their whole selves to work each day. The strength of our global workforce is the most significant contributor to our success. 

We believe: Every Experience Matters. Talent is Everywhere. All Belong Here.

At Medallia, we hire the whole person.

The Strategic ISV Alliances team is a team within Medallia’s Alliances and Channels organization that supports our most strategic ISV alliances, such as Oracle, Microsoft, Adobe, Salesforce, and ServiceNow, among others. The team’s mission is to develop highly complementary and effective partnerships that improve customer outcomes and accelerate sales growth. You will be a key member of an energetic and passionate team that is developing the partnerships essential to increasing value for customers and Medallia’s growth strategy.

As Director of Strategic ISV Alliances, you will be accountable primarily for the success of our partnerships with Oracle and Microsoft. Your success will be measured based on your ability to execute an effective partnership that achieves mutually agreed objectives, primarily sales and customer outcomes.
This role is ideal for a high energy, entrepreneurial individual that thrives on meeting sales targets, enjoys building productive relationships, and is able to craft and execute end-to-end business plans across functions within Medallia and the associated partner ecosystem.


  • Develop and execute end-to-end business plans with partners that includes clear and transparent mutual success targets, such as quarterly pipeline and sales targets
  • Establish formalized field relationship mapping strategy 
  • Partner effectively and energetically with Medallia field sales to facilitate co-selling with partners
  • Collaborate with Partner Solution Architects to define and evolve partner solutions and applications as appropriate
  • Coordinate with Enablement to drive awareness and evangelize partnerships and offerings internally 
  • Collaborate with partner team stakeholders and Marketing to craft and execute a go-to-market strategy that includes events, webinars, and thought leadership to drive market awareness and lead generation
  • Collaborate with partner counterparts to drive enablement and awareness within partners’ organizations, particularly among field sales teams and solution consulting organizations
  • Communicate plans to executives, both internally and with partners
  • Manage partner-specific sales pipelines and proactively maintain internal documentation so that deals and notes are up-to-date in CRM platform
  • Problem-solve effectively with partners and internal stakeholders, proactively identifying bottlenecks to success and escalating effectively, with solutions, where necessary

Required Qualifications:

  • Extensive network of sales and go-to-market relationships at Oracle and/or Microsoft, either through direct experience at Oracle/Microsoft in the sales and/or partner organizations or as a partner
  • Proven track record driving sales targets
  • Bachelor's degree or equivalent work experience
  • Sales or alliances experience at an enterprise software/SaaS company
  • Proven ability to meet and exceed sales targets
  • Ability to develop and execute end-to-end business plans in highly unstructured and dynamic environment
  • Excellent relationship-building and problem-solving skills
  • Highly recommended by key stakeholders at multi-year strategic partnerships
  • Willingness to travel extensively

Preferred Qualifications

  • 3 years of field sales experience
  • 3 years managing strategic ISV alliances at or with Oracle and/or Microsoft
At Medallia, we celebrate diversity and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity is afforded to all qualified applicants and employees. We do not discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other protected category. We also consider all qualified applicants regardless of criminal histories, consistent with legal requirements. 

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and local disability laws. 

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