Director of Partner Marketing (Remote, US)

Location : Washington, DC, USA | Team: Marketing

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.

Medallia is seeking a Director of Partner Marketing to lead, create and execute our partner marketing strategy and support the GTM plans that meet business objectives. The director will be responsible for developing and implementing a broad variety of channel marketing strategies and programs, including demand generation, partner marketing enablement programs, joint marketing campaigns, and more. This role reports to the VP, North American Marketing, and is instrumental in driving revenue through our partner ecosystem, resellers, alliances, global systems integrators and technology integrations. Our ideal candidate builds cross functional relationships, thrives in a fast paced, collaborative environment, and is able to prioritize based on business goals.


  • Working very closely with the Alliances and Channel organization, identify, develop and execute marketing programs and campaigns for demand generation that drive channel-initiated sales opportunities through different partner types (e.g. GSIs, Technology Partners, Resellers).
  • Prioritize, plan and work across the larger marketing team to execute on the integrated multi-channel campaigns that can range from a strategic accounts ABM campaigns to joint events and partner briefings. 
  • Orchestrate the process of designing joint value proposition with partners, bringing Product and Solutions Marketing and the Partner organization together. Work on the development partner specific content and campaign assets. 
  • Drive new initiatives for alliance and integration partnerships as scoped in collaboration with global business leaders and go to market motions.
  • Actively participate in global channel and go-to-market strategy with cross- functional teams.
  • Development and support of marketing campaigns and programs to stimulate demand generation and recruitment of resellers.
  • Define content roadmap to support campaigns; collaborate with product marketing for content creation, editing and copywriting for a variety of channels.
  • Work with the Alliances team, Marketing Operations and Partner Operations to determine, implement, and track incentives to influence partner behavior and drive continuous improvements.
  • Work with partner enablement team, alliance managers, corporate marketing to align on, and execute training programs and partner summits to the different partner types to drive higher engagement and utilization, and improve partner onboarding and management.
  • In markets where available, work with the alliances team and finance to support market development funds (MDF) per partner program guidelines to drive lead generation and pipeline KPIs.
  • This role comes with an opportunity to establish the function, build a world-class Partner Marketing team and mentor and develop team members.

Minimum Qualifications

  • 7+ years marketing experience including channel, alliances, and integrator marketing (to, with, and through partners) with demonstrated revenue growth
  • 2+ years of people management, with strong player-coach experience
  • Experience launching campaigns and co-marketing programs and have successfully launched partner, alliance and integrator marketing initiatives.
  • BS/BA degree

Preferred Qualifications

  • B2B software environment experience
  • Product marketing, content creation experience Self-starter who enjoys working in a fast-paced, innovative technology environment
  • Collaborative team-player with strong leadership and interpersonal skills who can influence across multiple organizations
  • Execution and strategy skills
  • Excellent organizational, written and verbal communication skills
  • Strong analytical acumen and a keen ability to prioritize workload based on business impact
  • Must be comfortable in a fast-paced, sometimes unpredictable startup culture and environment
  • Experience with, Google Apps, Marketo
  • Willing to work remotely until communicated otherwise by Medallia
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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