Director, Partnerships & Alliances

OneSource Virtual (OSV) has worked exclusively with Workday customers since 2008 to deliver compliant, in-tenant technology and expert services to automate the administrative, transactional tasks of payroll, taxes, earned wage access, accounts payable, and benefits. With over 1,600 customers and $250+ billion in treasury movement annually, OSV helps organizations maximize their Workday investment and operate it with confidence. Payroll, benefits, and finance solutions — all in one place.

Director, Partnerships & Alliances

Reports to: VP, Global Strategic Alliances & Partnerships

Job Description

The Director, Partnerships & Alliances owns the performance of an assigned portfolio of OSV partners and the partner-sourced and partner-influenced pipeline that comes from it. Working within the alliance strategy set by the VP, the Director builds and executes joint business plans, aligns OSV’s sales and marketing around each partner, and drives partner education, sales enablement, and joint go-to-market programs with the support of OSV Partner Marketing. The Director is expected to meet or exceed quarterly and annual targets for opportunity generation and bookings.

Responsibilities

• Build and execute joint business plans for an assigned portfolio of Alliance partners, aligned to the VP’s overall alliance strategy and OSV’s revenue goals
• Own pipeline for assigned partners: set coverage and conversion targets, forecast accurately, review pipeline health weekly with field sales, and act on gaps in volume, quality, and velocity
• Drive pipeline generation through joint account planning, co-sell motions, and partner field engagement, converting alliance activity into qualified opportunities and closed business

• Meet or exceed quarterly and annual goals for opportunity generation, bookings, and report results and forecast to the VP

• Identify marketing and demand generation plan for assigned partners in alignment with the OSV field sales and marketing teams

• Identify gaps in ecosystem coverage and opportunity alignment, and recommend new partners or portfolio changes to the VP
• Cultivate and sustain relationships with partner leaders, including their alliance, sales, and practice leads, and bring the VP in as executive sponsor where senior engagement is needed
• Deliver partner enablement, training, and certification so OSV sellers and partner sellers can position and sell together
• Align internal stakeholders across Sales, Marketing, Finance, and Legal to give partners a consistent experience and remove obstacles to deal execution

• Use partner and pipeline data to track program KPIs and recommend improvements to partner program design and incentives
• Support the VP in preparing executive meetings, leadership presentations, and high-profile partner events, and represent OSV at industry conferences and partner summits

Competencies

• Strategic thinker who connects partner activity to company revenue goals
• Strong ability to orchestrate and influence stakeholders across partner, client, and internal teams without direct authority
• Results-driven, with a record of meeting or exceeding pipeline and revenue targets
• Polished presence in leading and facilitating partner meetings, workshops, and presentations
• Skilled at operating in an environment with multiple stakeholders and competing priorities

• Analytical and metrics-oriented, comfortable managing pipeline, building forecasts, and making data-driven decisions
• Strong relationship-building skills

Qualifications

Education: Bachelor’s degree

Required

• 8+ years of business development, alliances, or channel experience, including managing a portfolio of partners
• Demonstrated track record of building partner-sourced pipeline and delivering against targets
• Experience in the enterprise software ecosystem (e.g., Workday, Salesforce, SAP, Oracle, business intelligence solutions)
• Proven success in a fast-paced environment
• Experience engaging senior stakeholders at partner organizations
• Proficiency in Excel, PowerPoint, and Salesforce or another CRM, including pipeline reporting and forecasting

Preferred

• MBA
• Experience in a PE-backed company
• Experience with BPaaS, managed services, or HCM/finance technology ecosystems
• Experience with co-sell frameworks and partner programs
  

You are encouraged to learn and share ideas when you join the OneSource Virtual team. We reward innovative thinking, fresh perspectives, creative collaboration, and hard work. As an organization experiencing routine strategic growth, we are always on the lookout for intelligent, talented, and forward-thinking professionals to join our team. OSV employees enjoy a values-based culture, upward mobility, and professional development with opportunities of all kinds.

Career Inquiries?

If you have a question about one of our positions, please email recruiting@onesourcevirtual.com.