Alliances Account Director

Sovos Compliance•,

3d•Remote

About The Position

The Alliances Account Director (North America) develops and executes multi-year strategies to grow the revenue contribution of one or more strategic alliance partners in North America. As a member of the Americas Partner Team, this role drives growth, innovation, and market expansion with partners such as global system integrators, consultancies, and CPA firms. The Director collaborates with executive staff, regional sales management, and the partner team to build and measure alliance success and revenue contribution, deepen relationships, and advance the Sovos platform value proposition. The position is US-remote and reports to the VP, Strategic Alliances. It requires travel in the US and Canada; the posting also describes minimal travel of less than 25%, both domestic and international, to Sovos locations and events. The role uses phone systems, computer hardware, and software applications. The successful candidate will be asked to complete a background check and drug test upon hire due to client contractual obligations.

Requirements

10+ years of demonstrated success in alliance sales in software and services across alliance partners.
Experience penetrating, onboarding, and growing alliance partners, including knowledge of business models, contracting, and successful go-to-market strategies.
Ability and passion for developing strategic partnerships and working closely with sales teams in competitive environments.
Proven track record of achieving sales objectives and accurately forecasting partner business.
Growth mindset in an organization building its partner DNA and ecosystem.
Strong collaboration skills with relevant internal stakeholders.
US and Canada travel required.
Strong partner management experience and partner empathy.
Strong business and partner development acumen.
Demonstrated track record of successful revenue contribution through partners.
Ability to develop and implement partner business plans that drive partner revenue goals.
Successful candidate must complete a background check and drug test upon hire due to client contractual obligations.

Nice To Haves

MBA; the posting notes this is a bonus but not a substitute for field experience.

Responsibilities

Build and develop one or more strategic alliances with global system integrators or tax advisories, implement a model for year-over-year growth, and build partner revenues to meet or exceed global sales targets.
Build and lead sustainable, mutually beneficial relationships that promote joint organizational and financial investments by Sovos and its partners.
Drive alliance growth as measured by license bookings, revenue, and pipeline created.
Work with regional Account Executives and sales leadership to use partner relationships to enter new accounts and grow established accounts.
Develop a model for building partner capacity and provide sales teams with readiness and enablement to improve market share among partners.
Create business plans with key stakeholders for each partner and ensure commercial goals are defined and met.
Establish a business cadence, including Quarterly Business Reviews and regular internal executive alignment.
Maintain a hands-on role and a visible field presence, directly driving teaming on opportunities with partners and Sovos direct sales teams.
Collaborate with Product, Sales, and Marketing to provide partner coverage, drive joint solutions, and execute go-to-market programs that create incremental sales opportunities.
Align partner and Sovos field organizations and build on the Sovos co-sell culture to create win-win outcomes for joint customers.