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Head of EMEA Partners and Alliances

  • Location: Munich Area, Germany
  • Team: Alliances
  • Role Type: Full-time -- People Manager 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 Head of Medallia’s EMEA Partners and Alliances, you will own our partner relationships in EMEA, act as the EMEA partner leadership representative internally and externally, and be the liaison between the partners and our sales organization. Your success will be measured based on your and your team’s ability to achieve sales targets through partners, and deliver end-customer success with the partner community, while driving world-class customer and partner NPS.


  • Overall leader for Medallia’s EMEA partners and alliances strategy and execution.
  • Develop, manage, and execute on the partner strategy; specific partner business plans with clear KPIs to track business impact for Medallia.
  • Define and represent EMEA Partner strategy and progress to EMEA and Corporate leadership functions.
  • Define enablement requirements for EMEA partners and joint solution / sales plays with and through partners.
  • Define sales plays, account mapping and execution cadence with EMEA partner and alliances team and assigned partnerships.
  • Coordinate Medallia field and partner engagement for targeted accounts and support sales cycle.
  • Represent Medallia within Partner QBRs and report and represent the progress on the business plan execution within Medallia QBR forums.
  • Forecast the EMEA joint partner business on a regular cadence to support Medallia business planning.
  • Where relevant, develop executive sponsor linkage with Medallia & Alliance exec relationship sponsors.
  • Support Medallia and partner sales teams in joint sales engagement.

Minimum Qualifications

  • Bachelor’s Degree or equivalent practical experience.
  • Demonstrated track record of leading EMEA partnering organization, developing strong, collaborative and commercial partner relationships that result in strong joint businesses and material impact on the business.
  • Demonstrated track record of driving successful partner sales outcomes.
  • 10+ years enterprise sales/business development / channel experience.
  • 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.