Technical Alliances Manager

Summary

Join Tailscale as a Technical Alliances Manager and lead the business development strategy with our growing technology partner community. Develop comprehensive go-to-market plans, collaborate with internal teams (Marketing, Sales, Product, Engineering), and serve as the technical liaison between Tailscale and our partners. You will be responsible for scaling awareness, education, and enablement to drive partner-influenced and partner-sourced revenue. This role requires 5-10+ years of experience in alliance/partner management, strong communication and collaboration skills, and a proven ability to meet and exceed performance objectives. Tailscale offers a competitive compensation package, comprehensive benefits, a flexible remote work environment, and opportunities for professional development.

Requirements

• 5-10+ years of experience in alliance / partner management, business development, or channel sales, ideally with technology partners
• Strong communication, presentation, and collaboration skills. Ability to build and nurture trusted executive and cross-functional stakeholder relationships
• Strong initiative, organization, and prioritization skills with the proven ability to work in a self-directed environment
• Proof of quota attainment and the ability to meet and exceed performance objectives
• Data-driven and process-oriented; Have superior project and time management skills, presentation skills,and excellent attention to detail
• Ability to travel ~25% of the time

Responsibilities

• Serve as the technical liaison between Tailscale and our technology partners
• Develop and maintain deep technical knowledge of Tailscale and our partners' solutions, including the joint value proposition
• Collaborate with product management to influence roadmap decisions based on partner and market needs
• Lead external enablement of Tailscale to the technology partner community, playing a key role in educating, driving awareness, and presenting at events
• Align with the Product and Marketing teams to produce blog posts, technical documentation, solutions briefs and other customer facing materials to drive customers awareness and adoption of the joint solution
• Primary focus is on scaling awareness, education, and enablement to drive and partner-influenced and partner-sourced revenue

Benefits

• A competitive total compensation package. This includes a base salary, an equity incentive plan and variable commission (for quota-based roles)
• Comprehensive group benefits with no waiting period. Take advantage of coverage for health, vision, dental, and more for you and your family!
• All-remote with the opportunity to work from anywhere —enjoy a change of scenery wherever you can get wifi, participate in virtual and in-person social events, and leverage our corporate co-working program to visit WeWork (or other similar spaces near you)
• Connect with other Tailscalars IRL. Attend our annual company retreat, participate in team/department off-sites, or use your individual travel budget to meet up with team members in Canada, the US, or the UK
• Support for your personal and professional development. Grow your career thoughtfully with $1500 USD annually for professional development, or take advantage of mentorship, coaching, and internal promotion opportunities
• Paid time off and a healthy work-life integration. Our flexible, paid time off program supports you for any situation life throws your way, whether moving homes or travelling the world! We encourage all Tailscalars to take 4-6 weeks of vacation annually
• A build-your-own home office setup. You choose your own company-owned laptop (Mac or PC), receive a monthly home internet reimbursement, and $1000 USD to customize your workstation to make it your own
• Generous parental leave program from your first day. We care about your life outside of work and encourage new parents to take advantage of parental leave top-ups for up to 26 weeks