B2B Partner Alliances Manager

Salsify

2d•$104,550 - $123,000•Remote

About The Position

Salsify's value compounds when we sit naturally inside the tools and platforms our customers and prospects already use and trust. This role's job is to make that true, to make Salsify the natural center of the B2B Manufacturing and Distribution ecosystem rather than a standalone decision buyers have to be sold on separately. Concretely, this role builds, manages, and nurtures the relationships and market presence that turn ecosystem reach into sourced and co-sell ARR. They won't answer every open question alone, they'll own pieces of it and work with the wider go-to-market team to drive the rest toward resolution, including: which SIs we need relationships with to support aggressive growth, how we build awareness with new ones, which ISVs are worth investing in and how we classify the depth of those relationships, and how we get full value out of partners who aren't already our most active ones.

Requirements

A network you're bringing with you, not building from scratch. You should already be known - at least to some degree - among partners, prospects, analysts, and the industry associations or buying groups in this space. That's the single hardest thing to hire for and the thing this role most needs on day one.
5+ years in partner programs, alliance management, channel, or business development, ideally in SaaS, enterprise software, industry roles, or another technology ecosystem.
Genuine comfort in front of a room - stage, webinar, or a partner's own office - and a willingness to travel for it.
Some sales background, or sales instinct, since part of the job is selling partners on partnering with us.
A track record of setting or shaping go-to-market strategy, not just executing a playbook someone else wrote.
Strong program and stakeholder management across regions and functions.
Comfort with ambiguity and test-and-learn.
Working fluency with Salesforce, marketing automation, and reporting tools.

Responsibilities

Build and personally hold senior relationships with strategic SI, ISV, and technology partners across the sector.
Identify and recruit the partners we don't have yet, and make the case for why partnering with Salsify is worth their time. This takes real sales instinct, since you're selling the partnership itself before there's any pipeline to point to.
Own the partner's experience of Salsify end to end: recruitment, onboarding, enablement, and the ongoing care that keeps a relationship warm between deals.
Represent Salsify in the rooms that matter - on stage, on webinars, at partner HQs, at industry events, and social side of those events (the dinner, the hallway conversation).
Help set the point of view on who we go after and why. The ICP and channel motion for this sector are still being proven out, so this isn't a role that executes someone else's fully-formed strategy, it's a role that helps write it, backed by evidence from the field.
Build the partner classification framework (onboarding stage, integration depth, commercial terms) that lets us tell a strong partner from a merely-signed one.
Pull in the right people to round out a partnership - Product or Services for integration depth, Partner Marketing for co-sponsorship, Sales for the account-level connections, Enablement to get the commercial team fluent in the partnership's value.