Alliances Manager

About The Role

We are hiring an Alliance Manager to serve as a strategic bridge between our go-to-market segments and a focused portfolio of regional SIs and boutique firms. Working closely with the Director of Alliances and sales leadership, you will move beyond high-level program management to drive deep, deal-level integration. Your mission is to make partner engagement a natural, predictable part of how we sell and deliver.

You are a field-facing operator who orchestrates complex co-sell motions, ensuring sales teams instinctively lean on partners for territory coverage and pipeline expansion. Ultimately, you will define the standard of excellence, ensuring our partners are a primary driver of our capacity to win and scale in the market.

Hybrid (in-office 3 days per week)

Locations:

• Austin, TX
• Remote:
  Raleigh, NC;
  Nashville, TN;
  Toronto, Canada

• Strategic Portfolio Ownership:
  Build and execute growth plans for segment-aligned partners (Regional SIs and boutiques), mapping them directly to target accounts and sales territories.
• The Partner Matrix:
  Maintain a real-time matrix of partner capacity, regional presence, and solution focus to ensure the right partner is inserted into the right deal at the optimal moment.
• Pipeline Generation:
  Drive partner-sourced and influenced pipeline through joint prospecting, integrated campaigns, and structured opportunity identification.
• Co-Sell Orchestration:
  Run regular pipeline reviews with AEs, join customer calls, and advise reps on deal strategy and partner positioning.
• Enablement & Readiness:
  Translate product updates into segment-specific value propositions and sales plays for partner sellers and consultants.
• Cross-Functional Liaison:
  Act as the connective tissue between Partners, Sales, Rev Ops, and Marketing to embed partner-first motions into territory plans.
• Operational Governance:
  Ensure accurate CRM attribution and track key metrics (win rates, attach rates, SQOs) to provide predictability to the segment forecast.
• Ecosystem Optimization:
  Identify coverage gaps, propose new recruitment, and coach high-potential boutiques into repeatable, segment-ready practices.

• 5–8 years of experience in Alliances, Channel Sales, or Partnerships within the B2B SaaS space.
• Demonstrated track record of owning or materially contributing to a revenue target tied to partners (sourced/influenced pipeline, bookings, or attach rates).
• Hands‑on experience working with B2B sales segments (SMB, Mid‑market, or Enterprise); you understand their specific sales cycles and how partners add value there.
• Comfortable being in the field and in the deals —you can join customer calls, frame partner value, and navigate commercial conversations with both sales and partners.
• Deep understanding of deal mechanics, qualification, and forecasting. You know how to unblock a cycle without over complicating it.
• Ability to earn trust with partner leaders and internal stakeholders (Sales, CX, Marketing, Product, and Rev Ops) without direct authority; you are a builder and an operator.
• Highly organized with experience using Salesforce to manage partner activities, pipeline, and attribution.
• Proven ability to thrive in a scaling environment. Ideally, you have experience building structure where none exists—specifically in scaling early-stage partner motions by creating repeatable co-sell plays, deal registration processes, or tiering frameworks.
• Periodic travel for partner meetings, joint events, and internal planning (estimate :20–25%).

• Experience in Sales Performance Management, incentive compensation, or adjacent GTM tech.
• Experience standing up or scaling an early‑stage partner motion (e.g., building repeatable co‑sell plays, deal registration, or simple tiering for a specific segment).

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
• Flexible Time Off:
  Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
• Annual Stipends:
  Dedicated funds for your professional development and caretaking needs.
• Work Anniversary Bonuses:
  Annual bonuses…