Company Overview
With 80,000 customers across 150 countries, UKG is the largest U.S.-based private software company in the world. And we're only getting started. Ready to bring your bold ideas and collaborative mindset to an organization that still has so much more to build and achieve? Read on.
At UKG, you get more than just a job. You get to work with purpose. Our team of U Krewers are on a mission to inspire every organization to become a great place to work through our award-winning HR technology built for all.
Here, we know that you're more than your work. That's why our benefits help you thrive personally and professionally, from wellness programs and tuition reimbursement to U Choose - a customizable expense reimbursement program that can be used for more than 200+ needs that best suit you and your family, from student loan repayment, to childcare, to pet insurance. Our inclusive culture, active and engaged employee resource groups, and caring leaders value every voice and support you in doing the best work of your career. If you're passionate about our purpose - people -then we can't wait to support whatever gives you purpose. We're united by purpose, inspired by you.
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Description
UKG's Strategic Alliance Network extends the value of our customers' investment in UKG by offering innovative solutions and services that drive transformation, deliver meaningful experiences, and reduce time spent in multiple applications.
As a GSI Partnership Managing Director, you will own the relationship with the GSI Partner and focus on building out the relationships, accountability structure, and operations that increase the level of influence UKG receives and co-selling abilities through the GSI partner network. Historically, UKG sales looked to leverage the GSI partners for implementation - cheaper and/or faster than the UKG Service Practice. A key goal for the GSI Partnership Managing Director is to move sales to influence the influencer and to create the awareness and understanding of UKG within the partner that drives us into their business. The overall goal of the GSI Partnership Managing Director is to develop relationships, support mechanisms, and operations that enable our Global System Integrator (GSI) partners to actively sell with and for UKG.
By serving as the leader of partnership activities, you'll collaborate internally and externally, working closely with marketing, sales enablement, go-to-market teams, the UKG Field Alliance Directors, the value engineering team, and delivery performance teams to ensure close alignment that represents UKG's interests and those of our partner. Leveraging an understanding of sales-centric goals, activities, and client value/outcomes, you'll be responsible for proactively identifying and mitigating risks as well as influencing decisions that ensure successful business and program outcomes. You will also support the sell to motions of UKG sales. This role will require flexibility and adaptability as partnership, seller, and market conditions change.
The GSI Partnership Managing Director will report to the Vice President, Strategic Alliances within UKG's Global Alliances organization.
Key responsibilities
• Work within a team environment to help drive UKG into the fabric of the GSI Partner's client team operations
• Establish a joint go-to-market approach with the partner and UKG's sales and marketing teams
• Create an environment of accountability across UKG Sales and GSI Leadership
• Establish an annual business plan that includes targets for enablement goals, influenced revenue goals, partner services growth, marketing objectives, governance approach and other related topics to govern and manage the growth of the partner
• Align with GSI Go-To-Market Operations team to develop business development strategies and key sales plays to increase pipeline and revenue
• Foster a continuous improvement mindset throughout the partnership
• Connect UKG and the GSI organization at the account team and industry leadership level
• Proactively identify and escalate issues such as timing, missed requirements, or resource constraints; provide mitigation recommendations to management
• Ability to recognize macro level operations to adjust and apply to other developing GSI partnerships
• Work with UKG Engineering and Product teams to conduct period briefings with the partner practice leaders to ensure awareness and knowledge of the UKG roadmap
• Connect personnel to handle and track client delivery issues for ownership and resolution
• Implement processes to keep UKG Messaging up-to-date inside GSI Partners to elevate UKG's strategic value and position with GSI Client Teams
• Work with teams to track program deliverables, ensuring they meet requirements, deadlines, and quality standards; identify key milestones and tasks; measure and report progress toward completion
• Perform other duties or activities upon request
Qualifications
• Bachelor's degree in business or related field
• Minimum of 8-10 years of experience working with GSI Partners developing a co-sell motion with sales
• Proven experience nurturing GSI relationship from infancy to mature co-sell motions
• Experience building relationships and operations within GSI Partners with proven outcomes and success
• Proven ability to partner with and challenge Sales Leaders/Senior Leaders inside GSI to drive program success for clients, partner, and UKG
• Proven ability to challenge norms, identify and drive continuous improvement, and encourage innovation where applicable
• Proven ability to influence stakeholders and decision makers
• Strong planning and organizational skills with proven experience managing complex, cross-functional programs across organizations
• Experience with sales and business development processes, methodologies, and challenges
• Strong interpersonal skills conducive to internal and external collaboration, with the ability to present complex ideas in a clear, concise fashion
• Proven ability to identify, analyze, and resolve issues in a timely fashion
• Detail-oriented, results- and quality-focused
• Excellent listening skills
• Positive, but realistic attitude
• Proficiency in Microsoft Office, SharePoint, and other collaboration applications
Where we're going
UKG is on the cusp of something truly special. Worldwide, we already hold the #1 market share position for workforce management and the #2 position for human capital management. Tens of millions of frontline workers start and end their days with our software, with billions of shifts managed annually through UKG solutions today. Yet it's our AI-powered product portfolio designed to support customers of all sizes, industries, and geographies that will propel us into an even brighter tomorrow!
Equal Opportunity Employer
UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.
View The EEO Know Your Rights poster
UKG participates in E-Verify. View the E-Verify posters here.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Disability Accommodation in the Application and Interview Process
For individuals with disabilities that need additional assistance at any point in the application and interview process, please email UKGCareers@ukg.com.
The pay range for this position is $142,100 to $204,200., however, base pay offered may vary depending on skills, experience, job-related knowledge and location. This position is also eligible for a short-term incentive and a long-term incentive as part of total compensation. Information about UKG's comprehensive benefits can be reviewed on our careers site at https://www.ukg.com/careers