Director, Strategic Alliances (ANZ)

Strategy - Strategic Alliances Sydney or Melbourne, Sydney or Melbourne



  • Develop alliance strategy and GTM plan for each partner.
  • Define mutually agreed outcomes/ metrics and obtain partner commitments in areas ranging from practice development, marketing, and sales.
  • Confirm priority industry segments and target accounts with partner alliance leads, and work regional sales leadership and sales executives to execute partner sales engagement plans – driving increased pipeline and closed sales.
  • Develop and execute well-defined, revenue-driving programs.
  • Drive mutually agreed practice development plans that continue growth of each partner's BlackLine practice. Confirm target outcomes via key metrics (BlackLine certifications, FY practice bookings, customer success stories, etc.). 
  • Align top partner executives (practice leads, industry leads, client teams, etc.) with their BlackLine counterparts.
  • Actively promote alliance value proposition for each partner within BlackLine, and the partner’s organizations. Function as a strong advocate for the alliance. Clarify & communicate highest impact metrics (growth, customer success, etc.).
  • Maintain accurate pipeline & results dashboards that communicate to key stakeholders the effectiveness of the alliance programs & investments. 
  • Orchestrate business performance reviews to assess operational metrics/effectiveness on a recurring (quarterly) basis with partner alliance leads, alliance team. 
  • Ensure effective and timely communications on relevant announcements, programs, and performance – with both internal and external stakeholders.
  • Deliver SAP revenue to achieve or exceed BlackLine’s SAP revenue goals in the region.
  • Develop and execute well-defined, revenue-driving programs in cooperation with SAP’s and BlackLine’s regional sales leaders.
  • Identify and create pipeline generating activities with BlackLine and SAP stakeholders.
  • Develop alliance strategy and GTM plan for SAP accounts in the region.
  • This is not intended to be an exhaustive list of duties or responsibilities; at times other duties may be assigned as needed.

  • 10+ years’ experience in Partner / Alliance Management managing SI partners including experience with a variety of partner types preferred (e.g. Big 4, Global SIs, boutiques and Regional SIs).
  • 5+ years’ experience in finance/accounting related business experience preferred
  • Existing working relationships with Big 4 / Global SIs strongly preferred
  • Understanding of service offering creation, marketing, lead generation processes and key performance indicators/value drivers for large professional services / SI organizations
  • Practical experience in supporting definition and delivery of solutions with partner leads/P&L owners
  • Track record of delivering measurable results, regularly meeting or exceeding targets. Priority given to experience driving influenced revenue or channel sales via partnerships with SIs, Big 4s, etc.
  • Strong executive presence & exceptional communication skills (verbal, written). Ability to rapidly engage a diverse audience of internal / external stakeholders and build consensus
  • Demonstrated ability to build, lead and execute strategy in a collaborative environment
  • Superior ability to build and maintain positive working relationships
  • Exceptional analytical, organizational, and project management skills. Ability to quickly analyze and apply relevant information to make timely and critical decisions that affect cross-functional teams to increase program ROI and effectiveness
  • Strong tolerance for ambiguity; ability to focus and execute in a rapidly changing environment, take charge and make things happen. Self-starter, with strong work ethic and personal drive and character qualities that match with company core values and inspires others to follow and act
  • Willingness to travel on as-needed basis globally
  • Bachelor's degree, Master's preferred