Strategic Alliance Manager

Job Description

The Strategic Alliance Manager is responsible for proactively finding, developing, and managing relationships with key strategic technology integration partners across the Americas. This individual operates with full autonomy - independently developing and executing partnership strategies, mentoring team members, and driving cross-functional alignment across all stakeholder groups. The SAM leverages deep industry expertise, a complete understanding of the Axis go-to-market strategy, and strong executive-level relationships to expand the Axis technology partner ecosystem and deliver measurable business impact.

This role is instrumental in developing commercialized digital technology partner relationships across Axis’ various integration platforms, including device management, IT infrastructure, unified communications, and Axis’ cloud platform services. This role is based in our Chelmsford, MA Americas headquarters.

Strategic Alliance Manager

• Develop and own a comprehensive strategic alliance roadmap, identifying and prioritizing high‑value partnership opportunities in alignment with organizational objectives
• Drive the full partner lifecycle, encompassing prospecting, due diligence, deal structuring, negotiation, and activation of new alliances
• Establish and maintain executive‑level relationships with strategic partners at the C‑suite and VP level
• Lead complex, multi‑party partnership negotiations around technology integration agreements
• Own and be able to report on for partnership‑sourced and partnership‑influenced revenue targets and expected trends
• Design and execute joint go‑to‑market plans with clearly defined KPIs, ensuring mutual accountability across internal stakeholders and external partners
• Identify and develop new revenue streams and market expansion opportunities through strategic ecosystem relationships, as well as co‑marketing, co‑selling, and demand generation initiatives with field sales teams
• Serve as the internal advocate for partner priorities, driving alignment across Sales, Product, Marketing, Legal, and Finance while synthesizing partner feedback to influence product roadmap decisions
• Represent the organization at partner summits, industry conferences, and executive briefings
• Facilitate quarterly executive business reviews with key strategic partners
• Design and implement alliance governance frameworks, including partner health scorecards, performance metrics, and escalation protocols; lead structured business reviews and provide regular reporting to senior leadership on pipeline contribution, ROI, and emerging risks
• Mentor and develop other members of the alliance team, contributing to the advancement of team capabilities and operational best practices

• Strong, proactive partner management skills with a strategic vision
• Proven ability to build collaborative, trusted relationships at all levels of an organization
• Self‑motivated, accountable, with the ability to influence without direct authority
• Ability to communicate appropriately at all levels of an organization
• Demonstrate resiliency, a driver of change, and flexibility
• Consistent in follow up and execution, with strong time management and organizational skills

• Bachelor’s degree in computer science or related field
• A minimum of 8+ years’ experience in business development or similar related experience
• Security and/or IT industry commercialization, technical and product knowledge

• Sales experience
• Salesforce experience
• Microsoft 365 experience
• Axis Certified Professional; qualified candidates to have an opportunity to achieve this certification
• Industry accreditations such Cisco CCNA, BICSI RCDD, Microsoft MCP, or related

• Physical Demands:
  Employee is occasionally required to lift 20-25 lbs.
• Expected travel up to 50% including international travel

The approximate pay range for this location and position is $155, OTE
. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Actual compensation will be…