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Senior Director, Strategic Alliances, Management Consulting

  • Location: Remote, California
  • Team: Alliances & Channels
  • Role Type: Full-Time Employee (Individual)
Medallia’s mission is to help companies win through customer experience. The world’s best-loved brands trust Medallia’s Experience Cloud™, which embeds the pulse of the customer in an organization and empowers employees with the real-time customer data, insights, and tools they need to make every experience great. Named a leader in the most recent Forrester Wave and ranked in the 2018 Forbes Cloud 100 list, Medallia is growing quickly, with a global footprint that spans Silicon Valley, Austin, New York, Washington DC, London, Paris, Sydney, Buenos Aires, Tel Aviv, and Prague. Here, we value people for each of the aspects that make them whole. We believe that people should not be defined only by a job title—nobody is "just an engineer" or "just a salesperson." We are each partners, parents, children, siblings, friends, and former classmates. We have different backgrounds and we celebrate different cultures. And, just like our product, we honor each of the experiences that build our people.

At Medallia we hire the whole person, not just a part of them.

Serve as Global Alliance lead for Medallia’s strategic management consulting partners, Bain & Company and McKinsey & Company. 
Develop and execute end-to-end business plans with partners that includes clear and transparent mutual success targets.
Partner effectively with Medallia field sales to coordinate with partners.
Collaborate with Partner Solution Architects to define and evolve partner solutions and applications.
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.
Collaborate with partner counterparts to drive enablement and awareness within partners’ organizations, particularly client-facing teams.
Communicate plans to executives, both internally and with partners.
Problem-solve effectively with partners and internal stakeholders, proactively identifying bottlenecks to success and escalating effectively, with solutions, where necessary

Requirements

  • Extensive network of relationships at partner firms
  • Proven track record setting and achieving targets with partner firms
  • Bachelor's degree or equivalent work experience
  • Alliances experience at an enterprise software/SaaS company
  • Demonstrated experience managing revenue-driven engagement with partnerships
  • Proven ability to meet and exceed revenue targets
  • Ability to develop and execute end-to-end business plans in unstructured and dynamic environments
  • Excellent relationship-building and problem-solving skills
  • Highly recommended by key stakeholders at multi-year strategic partnerships
  • Willingness to travel 

Preferred Qualifications

  • 5 years managing strategic ISV alliances at or with partner firms
  • 3  years of field sales experience
  • MBA degree
At Medallia, we don’t just accept difference—we celebrate it 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 and consideration are afforded to all qualified applicants and employees. We won't unlawfully 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 category protected by law. 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. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies.