Strategic Alliance Manager - DACH Region

The mission of the Strategic Alliances team is to create long-term, multi-dimensional partnerships that drive mutual revenue to Avalara and our partners, ensuring client success. The Strategic Alliance Manager - DACH is responsible for identifying, analysing, signing, and managing partnerships across the DACH region (Germany, Austria, and Switzerland) that will help Avalara achieve its growth objectives and generate new client value.

This position forms deep relationships with external partners at all levels of their organisation, acts as the primary point of contact for those partnerships, and serves as the bridge between DACH-based partners and Avalara's Sales, Marketing, and wider business units. The primary focus of this role is on SAP System Integrators and their surrounding ecosystem, including implementation partners, consulting firms, and adjacent technology providers operating in the DACH market.

The role is not limited to SAP, and the right candidate will bring the commercial curiosity and network to identify and develop high-value partnerships wherever the opportunity exists. Success in this role is measured by the quality and volume of partner-sourced pipeline generated across DACH. This is not a direct sales role: the Alliance Manager's responsibility is to build the partner relationships and ecosystem activity that surface and qualify new opportunities, which are then handed off to Avalara's sales teams to progress and close.

The ability to work closely and productively with sales colleagues is therefore as important as the ability to manage partner relationships. This is a remote role based in the UK, with frequent travel across the DACH region and regular travel to Avalara offices and partner events across EMEA.

• Own the DACH partner ecosystem: recruit, develop, and manage partnerships across the region with a primary focus on SAP System Integrators, underpinned by a structured territory plan that identifies the highest-value opportunities and a clear approach to engagement and pipeline generation
• Build trusted relationships at all levels of partner organisations, from delivery and sales teams through to senior leadership and C‑Suite contacts, creating executive alignment on shared goals, joint initiatives, and commercial commitments
• Enable and activate partner teams: train and develop partners on transaction tax, Avalara's product portfolio, and the DACH compliance landscape, then convert that knowledge into qualified, partner‑sourced pipeline that is handed off to Avalara's sales teams
• Work closely and continuously with Avalara's DACH and EMEA sales teams to ensure referrals flow efficiently, attribution is accurate, and partners receive timely updates on opportunity progress and outcomes
• Lead joint business planning and conduct Quarterly Business Reviews with key partners, setting shared revenue targets, agreeing co‑marketing activity, and tracking performance against plan
• Plan and execute co‑marketing activity across DACH with support from Partner Marketing, including events, webinars, co‑branded campaigns, and thought leadership that drives engagement and referral volume
• Use tools to maintain data accuracy, analyse partner and pipeline performance, inform forecasting, and drive day‑to‑day efficiency across the role
• Provide market intelligence on DACH‑specific dynamics, competitor activity, and commercial trends, and manage partner enquiries relating to sales, product, and commissions

• Degree‑level education or equivalent professional experience
• Fluent in German and English to a professional business standard; this is a firm requirement for the role
• Demonstrable success in partner, channel, or…