Presented by Fortra
Workiva VP Channel & Alliances
VP Channel & Alliances
Location: Remote

Workiva simplifies complex work for thousands of organizations worldwide. Customers trust Workiva’s open, intelligent, and intuitive SaaS platform to connect data, documents, and teams. The results: more efficiency, greater transparency, and less risk. With unmatched technology and category-defining innovation, Workiva transforms the way work is managed for its customers. Workiva’s team of technology innovators and industry experts take a dynamic approach to solving challenging problems. They power possibilities for their customers by bringing the best talent together in an open and collaborative work environment that rewards creativity and perseverance. Today, the world’s most iconic brands and disruptive innovators trust Workiva to transform the way people manage and report business data with various collaborators, data sources, documents, and spreadsheets.

  • Founded: 2008
  • IPO: 2014
  • Number of Employees: 1,800
  • Customers: 3700+
  • Revenue: 2021 $443M


The Workiva platform addresses the requirements and complexities around data and document assembly, collaboration, preparing complex and composite connected data including numbers, narratives, charts, and graphs for reporting and disclosure purposes. Workiva provides a differentiated approach to addressing these complex business processes and management of data. Workiva has just transitioned all of their 3,700+ customers to the new version of this platform. The new platform enables innovation, scale, and is open to connect to their client’s technology ecosystems. The platform provides 60+ connectors to third party systems which enables us to integrate directly with most systems of record.



  • Fragmented Industry: Scale through consolidation of already fragmented
  • Unique Position: Ability to connect originators, lenders, investors, and servicers provides multiple potential paths for new acquisitions
  • Platform of Scale: Scarce asset that is neutral to LOS system with a large base customer base


  • New Lending Verticals: Leverage existing technologies to address new loan types including auto, consumer, student, and others
  • Other Document Processing: Apply tools from data extraction engine to facilitate document processing in other industries such as Healthcare, Government, Legal or Insurance



Why We're Hot

Workiva delivers a pure cloud platform with highly differentiated fit for purpose solutions to a large and loyal client base

  • 75% of Fortune 500 are customers
  • 250 Partner Entities including strategic alliances with 3 of the Big 4 global accounting firms
  • Ranked as Fortune 100 top companies to work for #12 of 30 on the list of large Best Workplaces in technology
  • Ranked as #61 on Fortune 100 Best Companies to work for


Workiva is on a mission to grow fast and to transform their customers’ business processes with transparent data and connected reporting. They are guided by their play to win strategy which focuses on fit for purpose solutions, their modern open, intelligent, intuitive platform, global expansion, the Workiva Marketplace, and the development of a world class partner ecosystem. They have great traction on this strategy and are aligned for continued acceleration.


The North American Partner Team and Partner Marketing is a team of 25+ professionals. The team is organized around global advisory firms, regional advisory firms, and technology partners and integrators. This partner team also has team members dedicated to partner operations and partner enablement.


Workiva currently has over 200 partner entities in their ecosystem. This includes strategic alliances with 3 of the Big 4 global accounting firms. This portfolio also includes many regional advisory firms, specialty firms, integrators, and technology ecosystem partners. Workiva’s partners work with them on joint go-to-market pursuits and provide delivery of services to implement and expand the value of the Workiva platform. They do have a few reseller relationships for markets where they do not go-to-market direct. Eight firms, including 2 of the big 4, are currently using the Workiva platform to deliver services to their clients in a managed service model.


Vice President of Channels and Alliances

Reports to the Head of Partnerships & Alliances and is responsible for developing and executing the Partner channel strategy for the organization and will lead a team of Partner/Alliance Directors to achieve overall channel revenue/growth goals. This person is responsible for the management and growth of strategic partnerships and alliance relationships with Big 4, Top 100 Advisory & Consulting, Technology/ISV Alliances, and System Integrators.

Responsibilities Strategy & Business Development

  • Develop a comprehensive channel strategy, including business development and Partner management strategy and roadmap, with defined objectives, success criteria and KPI’s aligned with the company’s overall Revenue and Partner related objectives.
  • Refine, expand, and improve our existing channel strategy and define the types of channels/partnerships to build within specific market segments
  • Identify target partner categories and firms to complement and expand the reach and attractiveness of Workiva’s platform solution.
  • Identify and secure new target partnerships, and maintain a strict cadence to drive revenue with and through existing software partner relationships.
  • Manage and report on targets/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual revenue targets.
  • Complete oversight of named partners including leveraged sales bookings, direct revenue, expansion of programs, identification of needs and delivery of solutions to partner personnel, executive level relationship management, escalations, co-marketing programs, and all other aspects of partner account management.
  • Develop and execute sales plans including strategy and tactical partner account management execution plans.
  • Drive partner adoption by engaging with high level executives and strategic thinkers across organization. Responsible for understanding partners’ end markets, and using competitive insights to create actionable partner plans and leveraging/extending product nuances into strategic recommendations to deliver success within vertical markets.
  • Partner with sales, marketing, solutions, and customer success leaders to adapt strategies to execute across multiple verticals
  • Take ownership of key partner related escalations and issues in cooperation with internal Workiva departments.

People Management

  • Manage a team of Alliance Directors to achieve overall channel revenue objectives and KPI’s
  • Builds a strong sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
  • Provide mentorship and professional growth opportunities to the alliance team
  • Maintains an atmosphere of respect, mutual support, flexibility, continuous learning, good humor, and commitment to business goals and customer needs to fulfill the company vision
  • Matches staff skills and talent to tasks to ensure optimal engagement and performance
  • Establishes and maintain relationships and effectively communicate with customers, business unit leaders and senior management to raise visibility and ensure collaboration with appropriate key stakeholders
  • Manages operations staffing, including recruitment, supervision, scheduling, development, evaluation, and disciplinary actions
Executive Team

Marty Vanderploeg – CEO

Julie Iskow – COO & EVP

Jill Klindt – SVP & CFO

Jeff Trom – CTO & Managing Director

Michael Hawkins – EVP, Sales

Mitz Banarjee – EVP & Chief Customer Officer

Corey Wells – Head of Partnerships & Alliances







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