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Director, Technology Alliances

  • Location: San Mateo, CA, USA
  • Team: Alliances
  • Role Type: Full-time -- Individual Contributor Role
Medallia’s mission is simple: to create a world where companies are loved by customers and employees alike. Hundreds of the world’s best-loved brands trust Medallia’s Software-as-a-Service application to help them capture customer feedback everywhere the customer is (on the phone, in store, online, mobile), understand it in real-time, and deliver insights and action everywhere—from the C-suite to the frontline—to improve their performance. Founded in 2001, Medallia is growing quickly with more than 1000 employees globally in Silicon Valley, New York, London, Paris, Sydney, Buenos Aires, Austin, Washington D.C., and Tel Aviv. 
As the Director of Technology Alliances, you will own our partnerships with our tech partners (ISVs) worldwide and act as the liaison between our sales organization. Your success will be measured based on your ability to achieve sales targets, and deliver end-customer success, while driving world-class customer and partner NPS.


  • Overall global relationship lead for Medallia’s ISVs and Tech Partners.
  • Develop, manage and execute on the partner specific business plans with clear KPIs to track business impact for Medallia.
  • Drive enablement for Medallia product and joint solution / sales plays into the partner.
  • Represent Medallia within Partner QBRs and report and represent the progress on the business plan execution within Medallia QBR forums.
  • Forecast the joint business on a regular cadence to support Medallia business planning.
  • Develop executive sponsor linkage with Medallia & ISV relationship sponsor.
  • Support Medallia and partner sales teams in joint sales engagement.
  • Own overall commercial relationship with assigned ISV partners.

Minimum Qualifications

  • Bachelors Degree or equivalent practical experience.
  • 6+ years enterprise sales/business development/channel experience.
  • Demonstrated experience developing and maintaining strong relationships with tech partners and ISVs.
  • Demonstrated track record of developing strong, collaborative commercial relationships that result in strong joint businesses and material impact on the business.
  • Demonstrated track record of driving successful sales outcomes.
  • Willingness to travel 25-50%.

Preferred Qualifications

  • MBA or other graduate degree.
  • Comfortable navigating complex organizations with a strong understanding of professional services operating models.
  • Detail oriented. Reliably deliver high quality work.
  • Intrapreneurial, with a passion for taking initiatives and building something great.
  • Passion for fast-paced environment.
  • Passion for or experience in customer experience.
At Medallia, we don’t just accept difference – we celebrate it and recognize the value it brings to our customers and employees. Medallia is proud to be an equal opportunity workplace and is an affirmative action employer. Equal opportunity and consideration are afforded to all qualified applicants and employees. We won’t unlawfully discriminate on the basis of gender identity or expression, race, ethnicity, religion, national origin, age, sex, marital status, physical or mental disability, Veteran status, sexual orientation, and any other category protected by law.

Medallia is committed to working with and providing reasonable accommodation to applicants with disabilities in accordance with the American Disabilities Act and state disability laws.