Partner Alliance Manager

Box•San Francisco, CA

1d•Hybrid

About The Position

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia. By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift. WHY BOX NEEDS YOU We are hiring a Partner Account Manager to own go-to-market execution with a small set of strategic ISV partners, starting with Salesforce and Guidewire, and to scale revenue and adoption through Google Cloud Marketplace, where Box already sells today. This person will clearly articulate a joint value proposition, turn integrations into repeatable sales motions, and drive measurable outcomes across pipeline, ARR, and product adoption. The goal is simple: build durable, scalable partner businesses. The ideal candidate will have experience working closely with account executives and partner field teams, owning GTM for Google Cloud Marketplace, and driving partner-influenced pipeline and closed-won results. You will represent the partner business internally with clarity and credibility, identifying what is working, fixing what is not, and scaling what repeats.

Requirements

7 + years in partner sales, partner management, or alliances roles in enterprise software
Direct experience building and scaling partner GTM motions
Strong understanding of enterprise software sales cycles and buying processes
Proven ability to articulate and differentiate joint value propositions.
Prior success leading through influence across sales, product, marketing, and partners
Structured thinker who can turn ambiguity into execution
Strong executive presence and communication skills
Data-driven and outcome-oriented

Nice To Haves

Experience working with Salesforce and or Guidewire ecosystems
Experience selling through a hyperscaler marketplace, ideally Google Cloud Marketplace or AWS Marketplace

Responsibilities

Define and run the joint GTM strategy with assigned ISVs by building clear compelling joint selling narratives, translating integrations into concrete sales plays that sellers can execute, and creating repeatable motions that scale beyond one-off deals
Educate Box sales teams on how and when to sell the joint solution
Enable partner account teams to confidently position Box
Build practical enablement assets such as playbooks, talk tracks, demo flows, and reference architectures
Act as the liaison between partner field teams and Box sales leadership
Own go-to-market for Google Cloud Marketplace, growing transactable revenue, driving adoption of marketplace-specific motions such as private offers and procurement-led deals, and establishing clear guidance for sellers
Partner closely with sales, deal desk, legal, finance, product, and marketing to reduce friction and increase velocity
Build a scalable operating cadence around pipeline, forecast, and deal execution
Drive partner-influenced pipeline and closed-won results
Run joint planning, weekly execution, and quarterly business reviews