AVP, Alliances, GUB

InvoiceCloud

About The Position

About InvoiceCloud: InvoiceCloud is a fast-growing fintech leader recognized with 20 major awards in 2025, including USA TODAY and Boston Globe Top Workplaces, multiple SaaS Awards wins for Best Solution for Finance and FinTech, and national customer service honors from Stevie and the Business Intelligence Group. Judges also highlighted our mission to reduce digital exclusion and restore simplicity and dignity to how people pay for essential services, as well as our leadership in AI maturity and responsible innovation. It’s an award-winning, purpose-driven environment where top talent thrives. To learn more, visit InvoiceCloud.com. Job Details: The Area Vice President, Alliances is responsible for building, scaling, and accelerating a portfolio of strategic partners that serve InvoiceCloud’s Government and Utility markets. This role owns executive-level partner relationships and serves as the primary point of accountability for alliance strategy, joint revenue outcomes, and long-term partner success. The AVP operates cross-functionally with Sales, Marketing, Product, Implementation, and Customer teams to expand pipeline, deepen integrations, and improve partner-driven outcomes. This role may be based anywhere in the United States and requires regular travel to support partner engagement and go-to-market execution. Success Profile: This role is anchored in our company’s competencies—these competencies reflect the mindsets and behaviors that define success in this role. We outline how each competency translates into real-world actions and outcomes specific to this role. Strategic Leadership Develops and executes a multi-quarter alliance strategy that positions InvoiceCloud as the preferred Electronic Bill Presentment and Payment (EBPP) solution across Government and Utility partner ecosystems, prioritizing the highest-impact segments and growth opportunities. Anticipates and responds to market dynamics—including regulatory changes, billing modernization initiatives, and payment technology trends—adjusting partner plans to stay ahead of customer and market needs. Designs scalable alliance programs, including partner tiers, enablement frameworks, and co-sell motions, that extend beyond one-to-one relationships and support sustained ecosystem growth. Results Accountability Owns measurable partner outcomes by driving partner-sourced pipeline, partner-influenced bookings, and expansion opportunities through disciplined execution and clear accountability. Establishes operating rhythms for joint pipeline reviews, deal strategy, forecasting, and attribution to ensure visibility, accuracy, and execution rigor across partner relationships. Removes friction from the partner sales cycle by clarifying deal ownership, tightening alignment between sales teams, and accelerating decision-making to improve conversion and velocity. Enterprise Collaboration & Influence Builds strong internal alignment across Sales, Product, Marketing, Implementation, and Customer Success to deliver a cohesive, high-quality partner and customer experience. Leads partner enablement and field alignment efforts, including joint positioning, sales plays, training, and escalation paths, ensuring consistency across internal and partner-facing teams. Creates clarity across complex joint pursuits by defining roles, handoffs, and success measures, navigating ambiguity with a “one team” mindset that improves outcomes for partners and customers. Executive Communication & Relationship Management Serves as the executive owner of strategic partner relationships, building trust with partner leadership through clear communication, alignment on joint business plans, and consistent follow-through. Translates partner feedback into concise internal narratives that inform product strategy, integration priorities, roadmap considerations, and customer experience improvements. Leverages modern tooling and automation to improve alliance reporting, pipeline visibility, and performance insights—reducing manual overhead while increasing clarity for internal leadership and partners.

Requirements

10+ years of experience in SaaS partnerships, business development, alliances, or sales, preferably within GovTech, utilities, fintech, or enterprise software ecosystems
Proven ability to build and sustain executive-level relationships, including engagement with board members, senior executives, managers, and individual contributors
Demonstrated success identifying growth opportunities, managing complex partner sales funnels, negotiating, and closing partner-driven deals
Strong cross-functional collaboration skills with the ability to influence without direct authority
Experience working within partner ecosystems such as ISVs, billing/CIS/ERP platforms, systems integrators, or channel partners strongly preferred
Bachelor’s degree required; Master’s degree preferred

Responsibilities

Develops and executes a multi-quarter alliance strategy that positions InvoiceCloud as the preferred Electronic Bill Presentment and Payment (EBPP) solution across Government and Utility partner ecosystems, prioritizing the highest-impact segments and growth opportunities.
Anticipates and responds to market dynamics—including regulatory changes, billing modernization initiatives, and payment technology trends—adjusting partner plans to stay ahead of customer and market needs.
Designs scalable alliance programs, including partner tiers, enablement frameworks, and co-sell motions, that extend beyond one-to-one relationships and support sustained ecosystem growth.
Owns measurable partner outcomes by driving partner-sourced pipeline, partner-influenced bookings, and expansion opportunities through disciplined execution and clear accountability.
Establishes operating rhythms for joint pipeline reviews, deal strategy, forecasting, and attribution to ensure visibility, accuracy, and execution rigor across partner relationships.
Removes friction from the partner sales cycle by clarifying deal ownership, tightening alignment between sales teams, and accelerating decision-making to improve conversion and velocity.
Builds strong internal alignment across Sales, Product, Marketing, Implementation, and Customer Success to deliver a cohesive, high-quality partner and customer experience.
Leads partner enablement and field alignment efforts, including joint positioning, sales plays, training, and escalation paths, ensuring consistency across internal and partner-facing teams.
Creates clarity across complex joint pursuits by defining roles, handoffs, and success measures, navigating ambiguity with a “one team” mindset that improves outcomes for partners and customers.
Serves as the executive owner of strategic partner relationships, building trust with partner leadership through clear communication, alignment on joint business plans, and consistent follow-through.
Translates partner feedback into concise internal narratives that inform product strategy, integration priorities, roadmap considerations, and customer experience improvements.
Leverages modern tooling and automation to improve alliance reporting, pipeline visibility, and performance insights—reducing manual overhead while increasing clarity for internal leadership and partners.