Partner Enablement Director, EMEA

Strategic Alliances Frankfurt, Germany


Description

Job Summary

The Partner Enablement Director EMEA supports the enablement of our growing EMEA partner ecosystem. The role will focus on advancing our partners’ sales and technical skills to ensure go-to-market readiness and sales success. Specifically, the Partner Enablement Director, will create, execute and continually fine-tune partner enablement programs to support region go-to-market activities, strategies, and priorities while ensuring consistency with global partner enablement programs and methodologies.  

Duties and Responsibilities

EMEA Partner Enablement Program ownership:

  • Advance enablement of EMEA based partners to support and drive greater partner led and influenced sales
  • Collaborate closely with Global Partner Enablement team to contribute to, and align on, enablement program strategy, standards, tools, assets, etc. for the different partner programs at BlackLine (Consultancies, BPOs, Channel)
  • Adopt global standards to regional markets and partners as needed
  • Drive continuous improvement of enablement program to ensure Partners are field ready to position Blackline’s solution and uncover opportunities
  • Maintain a scorecard view of partner enablement maturity for region; propose and drive plans to cover competency gaps
  • Serve as primary point of contact in EMEA for partner enablement programs and resources

Partner Enablement Activities:

  • Identify and develop Practice Enablement champions/leads across partner portfolio
  • Forge robust relationships with partners’ sales and services teams to understand what they need to be successful
  • Coordinate and lead Partner BlackLine Overview sessions, Partner Enablement Kick-Off sessions, 90 Day Onboarding Milestone Activities, and Enablement Competency Roadmap sessions
  • Refine enablement sessions’ content and messaging to meet the needs of the audience
  • Work closely with SAP COE to conduct SAP Po3 sessions for partner SAP practice areas and joint enablement strategies
  • Develop partner specific enablement plans and drive plan execution in close coordination with the alliance directors that own the partner relationships
  • Contribute to solution provider enablement program strategy and oversee EMEA channel onboarding experience and go-to-market readiness.
  • Coordinate virtual and/or onsite train-the-trainer sessions covering sales, services methodology, and technical skills
  • Drive in-region enablement activities/sessions for local partner community
  • Hold partners accountable to minimum training certification program requirements
  • Manage enablement scorecards based on global enablement scorecard framework 

Cross-Org Collaboration

  • Build relationships with cross-departmental SMEs to provide focus sessions to high-touch partners
  • Form strong relationships with regional Alliance Directors and continually seek feedback to meet enablement needs for the region
  • Collaborate with SAP COE to jointly build enablement strategies for partner SAP practices
  • Partner closely with local marketing team to support in-region enablement sessions and webinars
  • Align closely with Partner Solutions Expert to ensure partner’s optimal use of demo instance and pre-sales proficiency
  • Work closely with Partner Success team to ensure partner adoption of BlackLine service methodology and rules of engagement

Reporting/Dashboarding

  • Track and manage number of active certified BlackLine EMEA Partner resources
  • Track and manage all enablement sessions and onboarding activities to roll-up into global enablement reporting and dashboard views

Other

  • Support review and development of eLearning courses for partner community
  • Contribute to current partner enablement offerings: enablement program initiatives, portal assets, partner webinars, and regional instructor led-trainings
  • Help Alliance Managers go through operations to secure enablement resources including demo instances and partner portal access
  • Other activities as assigned by manager to meet priority needs of the business
  • Ensure partner program enablement benefits are realized by partners dependent on their tier per the Program Guide.

Required Qualifications

Years of Experience:

  • 8+ years’ experience in Partner / Alliance enablement including experience with a variety of partner types preferred (e.g. Big 4, Global SIs, boutiques and Regional SIs, channel partners)
  • 5+ years' experience with partner enablement models and execution
  • 5+ years’ experience in finance/accounting related business experience preferred

Technical/Specialized Knowledge, Skills and Abilities:

  • Experience leveraging various learning tools and media to provide optimal learning
  • Understanding of ERP, CRM and related application software domains
  • Deep understanding of partner go-to-market model
  • Strong understanding of business/application Consulting background is beneficial
  • 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
  • Ability to prioritize and focus on high impact initiatives to deliver outcomes
  • Track record of delivering measurable results, regularly meeting or exceeding targets
  • Strong executive presence & exceptional communication skills (verbal, written).
  • Demonstrated ability to build, lead and execute strategy in a collaborative environment
  • Superior ability to build and maintain positive working relationships
  • 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

Working Conditions

Travel on as-needed basis primarily across EMEA, and occasionally globally

Equal Employment Opportunity

BlackLine believes that our diversity is one of our greatest strengths, and we do not tolerate discrimination. It is our policy to recruit, hire, train, and promote individuals, as well as administer any and all personnel actions, without regard to sex (including pregnancy, childbirth, breastfeeding or related medical conditions), race, natural hair, religion (including religious dress and grooming practices), color, gender (including gender identity and gender expression), national origin (including language use restrictions and possession of a driver's license issued under Vehicle Code section 12801.9), ancestry, physical or mental disability, medical condition, including HIV and AIDS, genetic information, marital status, registered domestic partner status, age, sexual orientation, military and veteran status or any other basis protected by federal, state or local law or ordinance or regulation.

We’re proud to continue to stand by this policy and will grow our company with attention to this instrumental belief in our hiring and promotion practices.

We encourage applications from all qualified candidates and will reasonably accommodate applicants’ needs in accordance with applicable law throughout all stages of the recruitment and selection process. If you need a reasonable accommodation to assist with your job search or application for employment, please contact us by sending an email to [email protected]