Strategic Partner Development Manager, Banking

New York City

Alloy is the AI-powered identity and fraud prevention platform that accelerates onboarding, stops fraud, and scales compliance across the customer lifecycle so financial organizations can grow without limits. More than 900 of the world's leading financial institutions and fintechs trust Alloy for smarter risk management that drives growth.
Through our values:
Be Bold, Go Fast, Collaborate, and Celebrate Our Differences, we are creating a workplace where you can grow, thrive, and belong. See how we’ve been continuously recognized and named one of Inc. Magazine’s Best Workplaces , Forbes America’s Best Startup Employers , Best Fintech to Work for by American Banker , year after year.

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Alloy's Banking & Channel Sales team sells directly and through channel partners (account opening, loan origination, digital banking, and other enterprise platforms) to banks and credit unions. Our partner ecosystem is a core growth engine, and we're expanding it to include more strategic, emerging partners.

The Strategic Partner Development Manager reports to the VP of Banking & Channel Sales and owns the early lifecycle of our most important platform relationships: identifying and signing new strategic partners, building the joint plans, integrations, and go-to-market motions that make them productive. You'll work closely with Sales, Technical Solutions, Product, Marketing, and Partner Ops, and hand launched partners to Partner Account Managers for ongoing management.

Alloy operates in a hybrid-work environment. We look to foster collaboration and community by having our local employees onsite three days a week.

• Build and prioritize a target list of digital banking and enterprise software platforms, and develop partnership theses for each.
• Source, engage, and recruit new strategic partners, building relationships with partner executives and decision-makers.
• Lead partnerships from first conversation through signature, including value proposition, program structure, and commercial terms, working with Legal and Partner Ops on agreements.
• Build joint business plans with each partner that define target segments, shared goals, GTM motion, and success metrics.
• Work with Product, Technical Solutions, and partner technical teams to scope integrations and document integration specs.
• Create early enablement and co-marketing materials with Marketing so partner teams can position and sell Alloy.
• Generate pipeline through joint planning, campaigns, executive sponsorship, and introductions to target financial institutions.
• Partner with Account Executives and Partner Account Managers to move partner-sourced and partner-influenced deals forward.
• Transition launched partners to Partner Account Managers with a complete plan, process documentation, and partner profile.
• Share partner and market feedback with Product and leadership to shape the partner program and roadmap.
• Maintain Salesforce hygiene for partner records and attribution, and report on partner pipeline and progress against joint plans.

• 5-8 years in partnerships, alliances, business development, or channel sales at a B2B SaaS, fintech, or financial technology company, with a track record of signing and scaling strategic platform partnerships.
• Experience negotiating commercial agreements and building relationships with senior partner executives.
• Experience building joint business plans and launching partner GTM motions, with measurable pipeline or revenue results.
• Digital banking, fintech, or fraud/credit/identity experience strongly preferred, or demonstrated ability to ramp quickly in a regulated space.
• Ability to work with technical teams and translate business requirements into integration scope.
• Strong Salesforce discipline and the ability to manage a multi-stage partner pipeline.
• Excellent communication skills and a collaborative approach across Sales, Partner Account Managers, Product, and Partner Ops.

Alloy is committed to fair and equitable compensation practices. Below is the anticipated starting base compensation range for this role; however, pay may vary depending on job-related knowledge, in-demand skills, relevant experience, and/or geography. In addition to a competitive base salary, this position is also eligible for equity awards in the form of stock options (ISOs) as well as a competitive total benefits…