Job Description

The Partner & Alliances Director — Hong Kong & Taiwan drives partner revenue and alliance planning across Hong Kong and Taiwan. Based in Hong Kong, you will build partnerships across Global System Integrators (GSIs), Big 4 & Tier 2 advisory and consultants, AWS, tech and local specialist partners. You will lead North Asia efforts to generate sales pipeline through sourcing opportunities from our partners, guide co-selling, and deliver commercial success. You will collaborate across teams to maximize market penetration and partner attachments.

What You'll Do

• Define and execute North Asia partner strategy across GSIs, Big 4 & Tier 2 advisory and consultants, AWS, tech and local specialist partners

• Drive lead generation, top-of-funnel conversion, and joint Go-To-Market (GTM) campaigns to build a predictable pipeline

• Lead day-to-day deal management and co-selling motions with direct sales teams and partner reps

• Engage C-suite partner executives to establish joint operating cadences and revenue commitments

• Conduct account planning with sales leaders to identify market gaps and map target accounts

• Maximize revenue through Amazon Web Services (AWS) co-sell initiatives and AWS Marketplace deal execution

• Partner with marketing teams to design regional initiatives, enablement programs, and customer events

• Track and report key metrics including partner-sourced Annual Recurring Revenue (ARR), active pipeline, and win rates

• Resolve operational, channel, and sales friction as the primary escalation point

What You'll Need

Minimum Qualifications

• 8+ years of experience in partner management, Software as a Service (SaaS) alliances, or channel sales driving end-to-end deals

• Experience working for or directly partnering with Big 4 consulting firms and GSIs

• Experience navigating cloud partner ecosystems including AWS co-selling and AWS Marketplace execution

• Experience leading co-selling motions and field deal execution with enterprise direct sales teams

• Business-level proficiency in Cantonese and Mandarin along with English fluency for regional engagement

• Bachelor's degree or equivalent combination of education and related experience

Preferred Qualifications

• Track record of consistently meeting or exceeding partner-sourced quota targets in enterprise SaaS

• Understanding of consultative selling, complex enterprise sales cycles, and strategic advisory alignment

• Experience leading cross-functional initiatives in matrixed sales and operations environments

• Communication, negotiation, and conflict-resolution skills with ability to influence partner executives

• Self-motivated operator thriving in a fast-paced environment

Travel Requirement & Working Conditions

• Up to 40% travel across Hong Kong and Taiwan for partner meetings and regional events

• Access to reliable internet when working remotely outside a Workiva office

Why Join Workiva

Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.

At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.

Workiva is an Equal Employment Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression genetic information, marital status, citizenship status or any other protected characteristic.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

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