Partner Alliance Manager

What Is Box

Box (NYSE BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI‑first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

We are hiring a Partner Account Manager to own go‑to‑market execution with a small set of strategic ISV partners
, starting with Salesforce and Guidewire
, and to scale revenue and adoption through Google Cloud Marketplace, where Box already sells today. This person will clearly articulate a joint value proposition, turn integrations into repeatable sales motions, and drive measurable outcomes across pipeline, ARR, and product adoption. The goal is simple: build durable, scalable partner businesses.

The ideal candidate will have experience working closely with account executives and partner field teams, owning GTM for Google Cloud Marketplace, and driving partner‑influenced pipeline and closed‑won results. You will represent the partner business internally with clarity and credibility, identifying what is working, fixing what is not, and scaling what repeats.

• Define and run the joint GTM strategy with assigned ISVs by building clear compelling joint selling narratives, translating integrations into concrete sales plays that sellers can execute, and creating repeatable motions that scale beyond one‑off deals
• Educate Box sales teams on how and when to sell the joint solution
• Enable partner account teams to confidently position Box
• Build practical enablement assets such as playbooks, talk tracks, demo flows, and reference architectures
• Act as the liaison between partner field teams and Box sales leadership
• Own go‑to‑market for Google Cloud Marketplace, growing transactable revenue, driving adoption of marketplace‑specific motions such as private offers and procurement‑led deals, and establishing clear guidance for sellers
• Partner closely with sales, deal desk, legal, finance, product, and marketing to reduce friction and increase velocity
• Build a scalable operating cadence around pipeline, forecast, and deal execution
• Drive partner‑influenced pipeline and closed‑won results
• Run joint planning, weekly execution, and quarterly business reviews

• 7+ years in partner sales, partner management, or alliances roles in enterprise software
• Direct experience building and scaling partner GTM motions
• Strong understanding of enterprise software sales cycles and buying processes
• Proven ability to articulate and differentiate joint value propositions
• Prior success leading through influence across sales, product, marketing, and partners
• Structured thinker who can turn ambiguity into execution
• Strong executive presence and communication skills
• Data‑driven and outcome‑oriented

• Experience working with Salesforce and/or Guidewire ecosystems
• Experience selling through a hyperscaler marketplace, ideally Google Cloud Marketplace or AWS Marketplace

Box lives its values, with community and in‑person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.

At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high‑performing workforce that reflects the world we live in. If you are head‑over‑heels about this role but unsure if you meet all the requirements, we encourage you to apply!

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human…