How to apply for VP of Global Channels & Alliances

About Workiva

Workiva is a leader in streamlining integrated ESG reporting, helping organizations transparently manage climate impact and compliance. Their focus on sustainability and innovation makes them a compelling choice for professionals seeking purpose-driven work in a growing field.

About the role

As VP of Global Channels & Alliances, you will architect and execute the global partner strategy, directly impacting revenue growth through strategic alliances with consulting firms and technology partners. This role is pivotal in transitioning to a partner-first sales model, driving measurable business outcomes.

A typical day

A typical day might involve reviewing partner pipeline reports with the sales operations team, meeting with a Big 4 consulting partner to co-plan a joint go-to-market campaign, and presenting a quarterly business review to the EVP of Sales. Afternoons could include strategizing with the Partner Marketing team on a new co-marketing program and evaluating a potential technology alliance opportunity.

Who Workiva is looking for

• Proven track record of leading global channel partnerships in SaaS or ESG-related industries, with demonstrable success in driving leveraged sales bookings (sourced and influenced).
• Deep expertise in managing relationships with top-tier consulting and advisory firms (e.g., Big 4) and technology alliances, including executive-level engagement.
• Strong analytical skills to set KPIs, track joint sales pipelines, and report on quarterly/annual targets, with experience in partner-first sales and delivery models.
• Strategic thinker capable of refining channel strategies for specific market segments (reselling, distribution, outsourcing) while collaborating cross-functionally with marketing and sales teams.

Tips for this application

• Highlight specific examples of channel revenue growth you've driven, including percentages and partner types (e.g., global consulting firms).
• Tailor your resume to emphasize experience with ESG or sustainability reporting platforms, even if indirectly.
• Prepare a brief strategic proposal (1-page) outlining how you would refine Workiva's existing channel strategy for different market segments.
• In your cover letter, mention familiarity with Workiva's products (e.g., Wdesk) and how they align with partner ecosystems.
• Network with current or former Workiva employees on LinkedIn to gain insights into the company's partner culture and priorities.

What to cover in your cover letter

['Your experience in scaling global partner programs and achieving measurable revenue targets.', "Understanding of ESG reporting trends and how Workiva's platform addresses compliance and transparency.", 'Your ability to build executive-level relationships with consulting firms and technology partners.', "Specific ideas for expanding Workiva's channel strategy, such as targeting regional advisory firms or new technology alliances."]

Research before applying

• Review Workiva's recent ESG reports and press releases to understand their market positioning and partner announcements.
• Analyze their partner directory (if public) to identify current gaps or opportunities in consulting/technology alliances.
• Read case studies or webinars featuring Workiva's partners to understand co-selling dynamics.
• Follow Workiva's leadership on LinkedIn to gauge their strategic priorities and recent commentary on channel growth.

Likely interview topics

Based on the job description, expect questions about:

• Describe a time you turned around a struggling partnership or alliance; what metrics did you use to measure success?
• How would you approach building a partner-first sales culture in a company that previously focused on direct sales?
• Walk us through your process for setting and tracking quarterly channel revenue targets.
• How do you prioritize partnerships among global consulting firms vs. regional advisory firms vs. tech alliances?
• What trends in ESG reporting do you see impacting channel strategies in the next 2-3 years?

Common mistakes to avoid

• Focusing only on past titles rather than tangible results (e.g., revenue growth percentages, partner count increases).
• Ignoring the ESG/sustainability angle; failing to connect your experience to this industry context.
• Being too generic about 'building relationships' without showing how you've operationalized partnerships through KPIs and pipeline management.