VP, Technology Alliances

Overview

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 Role and Team

Serve as global alliance leader for Medallia’s Technology Partner Program, building high-value relationships with strategic ISV partners, developing new use cases with a broad ecosystem of technology partners, and creating joint solutions and go-to-market offerings. The team’s mission is to develop highly complementary and effective partnerships that improve customer outcomes and accelerate sales growth. Our high performing team of talented and energetic Medallians are passionate about developing the partnerships that are essential to increasing value for customers and also represents a key pillar of Medallia’s growth strategy.

As VP, Technology Alliances, you will play a pivotal role in leading the team and driving the Technology Alliance and Channel strategy for Medallia. Your leadership will be instrumental in accelerating revenue growth through relationships with key technology partners and ensuring exceptional customer experiences. This role works with multiple internal and external functional groups including product management, marketing, and sales to ensure a well defined and successful partner journey from inception to field enablement, account mapping and co-selling.

We are looking for a passionate, forward-thinking, results-oriented people leader with exceptional operational discipline. The successful candidate will demonstrate a growth mindset, be customer-focused, be a team leader, and be an effective cross-group collaborator and influencer.

Responsibilities

• Oversee and manage the global technology partnership team by providing strong leadership, driving a high-performance culture, mentoring individuals, and providing professional development opportunities to foster growth and success.
• Build and maintain executive relationships with targeted partners and create an advantaged mutually strategic relationship.
• Monitor trends, competitive landscape, and emerging needs—specific to the market and across geographies—to maximize value creation and returns.
• 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 that align with partner initiatives and company goals
• 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 and lead tracking platforms
• Problem-solve effectively with partners and internal stakeholders, proactively identifying bottlenecks to success and escalating effectively, with solutions, where necessary
• Define the go-to-market strategy, capabilities, and organizational requirements; build the global team necessary to achieve these objectives.
  
  

Qualifications

Minimum Qualifications

• 12+ years of leadership experience in alliances, product management and or marketing, business strategy, consultative selling, customer success management, or go-to-market strategy.
• 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
• Highly recommended by key stakeholders at multi-year strategic partnerships
• Willingness to travel
  
  

Preferred Qualifications

• Ability to develop and execute end-to-end business plans in highly unstructured and dynamic environment
• Excellent relationship-building and problem-solving skills
• Excellent negotiation, communication, and interpersonal skills, with a strong executive presence.
• Strong analytical skills, with the ability to gather and interpret market data to drive informed decision-making
• Ability to work collaboratively in a cross-functional and fast-paced environment
• Ability to manage a team and influence key stakeholders
• Knowledge of the customer and employee experience technology landscape
  
  

Medallia is committed to equal pay and transparency. The annual base salary range for this position is $169,000 USD - $249,000 USD. This position is commission eligible. Please note that the salary range information provided is a general guideline and combines all of the distinct labor markets within the US. It is uncommon for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on a variety of factors. Medallia considers factors such as (but not limited to) scope and responsibilities of the position, candidate’s work experience, candidate’s work location, education/training, key skills, internal peer equity, external market data, as well as, market and business considerations when making compensation decisions.

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. All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, genetic information, disability, veteran status, or any other applicable status protected by state or local law. Individuals with a disability who need an accommodation to apply please contact us at [email protected]. For information regarding how Medallia collects and uses personal information, please review our Privacy Policies.