Manager, Strategic Alliances Remote Sales

What You'll Do

Avalara is seeking a results-driven Manager, Strategic Alliances to lead and develop a high-performing team of Strategic Alliance Managers responsible for key Mid-Market ERP partnerships.

You will lead a team focused on growing Avalara’s strategic relationships across the Mid-Market ERP ecosystem, including Net Suite, Microsoft, Infor, Epicor, Sage, Sage Intacct, and Acumatica.

This role combines people leadership, partner strategy, and commercial execution. You will coach and develop your team, strengthen strategic partnerships, and ensure alliance strategies translate into measurable partner-generated pipeline and revenue.

You will partner closely with Sales, Marketing, Product, Enablement, and Operations to improve partner engagement and execute joint go-to-market strategies.

Deep expertise across every ERP ecosystem is not required. What matters most is your ability to lead people, build accountability, develop effective partner strategies, and drive measurable business results.

#LI-Remote

Team Leadership & Development

• Lead, coach, and develop a team of Strategic Alliance Managers.
• Establish clear performance expectations, goals, and development plans.
• Build a culture of accountability, collaboration, and continuous improvement.
• Recruit, onboard, and develop talent while supporting career growth.

Strategic Partner & Revenue Leadership

• Guide the development and execution of joint business plans with strategic ERP and channel partners.
• Strengthen partner relationships and identify opportunities to expand engagement and revenue.
• Oversee partner enablement, business reviews, joint campaigns, and go-to-market initiatives.
• Own team performance across partner referrals, pipeline, and partner-sourced and influenced bookings.
• Use CRM, pipeline, and partner performance data to identify opportunities, manage performance, and improve results.
• Establish scalable processes and operating rhythms that strengthen execution.

Cross-Functional Leadership

• Partner with Sales, Marketing, Product, Partner Marketing, Enablement, and Operations to execute integrated go-to-market strategies.
• Strengthen alignment between Avalara sellers and partner organizations to increase opportunity creation.
• Represent Strategic Alliances in cross-functional planning and help shape the continued evolution of Avalara’s partner strategy.

• 7+ years of experience in Strategic Alliances, Channels, Partnerships, Business Development, or a related field.
• 2+ years of people leadership experience with demonstrated success coaching and developing high-performing teams.
• Proven ability to translate strategic partnerships into measurable pipeline and revenue.
• Experience developing partner business plans and joint go-to-market strategies.
• Strong business acumen and experience using CRM, pipeline, and performance data to drive decisions.
• Strong communication and executive presence with the ability to influence internal and external stakeholders.
• Ability to bring structure, accountability, and focus within a fast-paced, evolving environment.

• You’ll bring experience using AI and AI-related technologies, ready to thrive here.

• You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.

• You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

AI is embedded in our workflows, decision-making, and products. Success here requires embracing AI as an essential capability.

• You’ll bring experience using AI and AI-related technologies, ready to thrive here.
• You’ll apply…