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WalkMe Regional Alliance Director Germany, Bavaria, Munich 928872818
28.01.2025
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About theposition
Regional Alliances Director MEE,you'll work alongside an existing Regional Alliance Director and Pre-Sales head reporting to the Vice President, Alliances & Channels EMEA & MEE. Your main goal is to build strategic partnerships between WalkMe and large global systems integrators (GSSPs) to grow the pipeline and the Digital Adoption ecosystem. Your efforts will sit primarily with 4 GSSPs from a group that currently includes
Accenture, Deloitte, KPMG, EY, IBM, PWC, Capgeminietc** as well as a number of regional SAP resellers. The focus will be on expanding our network in the MEE region (DACH and Eastern Europe).
Accenture, Deloitte, KPMG, EY, IBM, PWC, Capgeminietc** as well as a number of regional SAP resellers. The focus will be on expanding our network in the MEE region (DACH and Eastern Europe).
** Any existing relationships with these partners in their local (MEE) T&O, HCM or SAP practices will be a significant advantage.
We value collaboration and understand the importance of a healthy work-life balance . To support, we offer (What Sets Us Apart):
- Flexible Work Arrangements: We offer a hybrid work place with flexible hours to help manage work commitments and personal life effectively.
- Supportive Culture: We focus on the whole person, celebrating what makes us unique, and create space for community.
- Professional Development: We encourage continuous learning and offer opportunities for career development through our career compass offering.
- Volunteer Time Off: We encourage team members to become involved in their communities, granting everyone 8 hours of paid time off to spend volunteering through WalkMe or at a place of their choosing.
What you'll own
- Develop GSSP partnerships in region to use their platform to create opportunities with their clients that sit across SAP and non-SAP technologies
- Leverage existing relationships, and manage the approach and go-to-market plan with current and potential partners
- Build relationships with your counterparts in the SAP organisation who also have relationships with your GSSP partners to drive successful outcomes for all parties
- Structure WalkMe's A&C account plans for your partners in region and align internal resources to help you achieve your goals
- Provide sales enablement to your partners across all relevant disciplines
- Create plans to develop the partners' WalkMe practice and delivery capacity
- Work closely with SAP Regional Alliance Managers to account map and expand the partners' reach
- Team up with Sales to lead account mapping and co-sell opportunities
- Partner with Partner Marketing, Regional Marketing and Regional Sales to bring awareness and the use of partner integrations that enhance results for WalkMe, partners, and clients
What you need to succeed
- 7+ years of experience working with Tier-1 Global SIs and ISVs
- 10+ years of SaaS Sales and Alliances experience
- Experience working with Referral, Reseller and MSP models with partners who execute software implementation projects
- Experience managing relationships with Global Systems Integrators like Accenture, Deloitte and PWC
- Technical background and contract negotiation experience
- Significant focus on revenue generation through partnerships
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