Strategic Alliance Manager

Summary

Join Avalara, a dynamic SaaS company transforming a multi-billion dollar industry, as a Strategic Alliance Manager. You will increase revenue through strategic partnerships, collaborating with various internal teams to ensure seamless partner experiences and long-term success. Responsibilities include leading partner business development, building marketing and sales plans, and managing partner relationships. You will work remotely and report to the Director, Strategic Alliances. The role requires significant experience in eCommerce high-tech sales and proficiency in business tools. Avalara offers a competitive compensation package, including paid time off, parental leave, and potential bonuses, along with health and wellness benefits.

Requirements

• Manage partner relationships, with at least 5 years of experience in eCommerce high-tech sales, channel development, or strategic alliances, demonstrating leadership without requiring mentorship
• Sales and account management skills, including experience with software sales (eCommerce, CRM, SaaS/Cloud), and the ability to build joint go-to-market plans with partners, conduct product enablement sessions, lead quarterly business reviews to update progress against KPIs and GTM plans, and support sales teams in achieving revenue targets
• Proficiency in business tools such as Salesforce for CRM management, Power BI for performance tracking, and Zoom for virtual meetings
• A bachelor’s degree in business or a related field
• Capable of managing complex partner ecosystems, navigating market changes, and consistently delivering value through collaboration, creativity, and responsiveness

Responsibilities

• Increase revenue through strategic partnerships, working directly with Avalara’s eCommerce Technology, Implementation, Channel partners and Hyperscalers (including AWS, Google Cloud and Microsoft Azure) to produce new sales opportunities, close deals, and achieve revenue targets within your assigned territory or named accounts
• Collaborate with teams, including Partner Marketing Managers, Sales Executives, Strategic Partner Managers, and Customer Account Managers, to deliver seamless partner experiences and ensure long-term success for both Avalara and its partners
• Lead partner business development efforts, building marketing and sales plans, managing partner relationships through regular meetings and business reviews, and uncovering new customer opportunities by applying Avalara’s industry expertise and innovative tax compliance solutions
• Establish relationships with Avalara partners, leading regular meetings, goal-setting sessions, and business reviews to drive mutual growth and uncover new customer opportunities
• Collaborate with internal sales and marketing teams to develop partner business plans, deliver sales enablement training, and support Avalara Sales Executives in closing new business deals
• Provide product enablement and training to partners and their clients through webinars, in-person meetings, and trade show events, ensuring partners have the tools and knowledge to promote Avalara’s solutions
• Track performance and manage partner pipelines using tools like Salesforce and Power BI, while traveling (approximately 40% domestic) to partner offices, industry events, and training sessions to build relationships

Benefits

• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses
• Benefits vary by location but generally include private medical, life, and disability insurance