Senior Vice President, Alliances and Channels

📋 Description

• • Own the end-to-end global partner ecosystem for WalkMe, an SAP company, and architect the strategy that turns alliances, system integrators, and technology partners into a high-velocity revenue engine. You will define the vision, operating model, and investment priorities for a network that already influences millions of enterprise users and is poised to accelerate SAP’s AI and data-cloud ambitions.
• • Design and execute a three-year roadmap that scales indirect revenue from a meaningful base to a dominant share of WalkMe’s ARR. This includes segmenting partners by tier, vertical, and geography; crafting differentiated value propositions; and standing up repeatable playbooks that field teams can deploy in every major market.
• • Build and lead a world-class Alliances & Channels organization—recruiting top talent across partner sales, business development, operations, and enablement—while fostering a culture of accountability, customer obsession, and inclusive leadership. You will manage a multi-layered team distributed across San Francisco, Raleigh, Austin, and New York City.
• • Negotiate and close transformational agreements with global GSIs, regional consultancies, hyperscalers, and ISVs that embed WalkMe’s Digital Adoption Platform into their service offerings, co-sell motions, and marketplace listings. Expect to quarterback complex, multi-stakeholder deals worth eight-figure annual contract values.
• • Align every partner initiative with SAP’s go-to-market calendar, product launches, and AI roadmap. You will serve as the executive bridge between WalkMe leadership and SAP’s Global Partner Organization, ensuring joint field planning, shared KPIs, and unified customer messaging.
• • Create a data-driven command center that tracks pipeline generation, deal velocity, win rates, and partner-sourced renewal rates. You will translate insights into quarterly business reviews, executive dashboards, and board-level narratives that demonstrate ROI and inform future investment decisions.
• • Institutionalize enablement programs that certify thousands of partner sellers, architects, and consultants on WalkMe’s platform, use-cases, and differentiation. Programs will include on-demand learning paths, immersive workshops, and joint innovation labs that showcase AI-guided workflows and analytics.
• • Collaborate daily with Sales, Marketing, Product, and Customer Success to ensure seamless execution: from co-branded campaigns and account-based plays to roadmap alignment and post-sale expansion motions. You will chair a cross-functional Partner Council that meets monthly to remove friction and prioritize joint initiatives.
• • Champion diversity, equity, and inclusion inside the partner ecosystem—establishing goals for minority-owned and women-owned partner recruitment, sponsoring DEI councils, and embedding inclusive practices into every program and incentive structure.
• • Serve as an external evangelist for digital adoption and AI-powered productivity. Expect keynote opportunities at SAPPHIRE, Dreamforce, Microsoft Ignite, and tier-one industry events where you will share customer success stories and inspire the next wave of partner innovation.
• • Deliver predictable, auditable revenue growth while maintaining the highest standards of compliance, privacy, and ethical conduct. You will partner with Legal, Finance, and Security to ensure every contract, MDF program, and incentive scheme meets global regulatory requirements.