Partner Alliance Manager

Box•New York, NY

2d•$151,000 - $200,000•Hybrid

About The Position

Box is seeking a Partner Alliance Manager to own and grow a focused portfolio of 2–4 strategic Systems Integrator (SI) partnerships. The role is the primary relationship owner for these partners and drives joint revenue, co-selling, and technical alignment between Box and its partner ecosystem. It operates across sales, product, and strategy, advising partners on Box’s platform and building SI partnerships that deliver measurable business outcomes. The role includes managing the full partner lifecycle, developing joint go-to-market and co-selling motions, collaborating on solutions that incorporate Box’s Intelligent Content Management platform, and leading co-marketing and partner enablement. The Partner Alliance Manager also guides partners on product direction and competitive positioning, represents partner priorities internally, monitors pipeline and partner performance, and represents Box at partner events and customer engagements. The position is US-based and requires approximately 25% travel. Box employees are expected to work from their assigned office at least three days per week. The role is eligible for equity and benefits. The New York City pay range is $151,000–$200,000 USD; actual compensation depends on factors including knowledge, skill level, experience, and work location.

Requirements

At least 7 years of experience in partner management, channel sales, or SI-focused business development within SaaS or cloud.
Proven success building and growing strategic partner relationships.
Strong understanding of SI business models, services practices, and co-sell motions.
Ability to influence executives and drive alignment across complex organizations.
Experience working with resellers, distributors, Systems Integrators, cloud marketplaces, and ISVs.
Strong business planning, forecasting, and pipeline management skills.
Proficiency with Salesforce and comfort managing partner-attached pipeline.
Self-directed and strategic, with the ability to manage multiple partners simultaneously.
Based in the United States and able to travel approximately 25%.
Growth mindset and ability to use AI to support faster, smarter decisions.

Nice To Haves

Knowledge of the ECM ecosystem and an established network within SI partner organizations serving platforms such as OpenText, IBM, OnBase, or iManage.
Prior Partner Alliance Manager or SI partner management experience.
Familiarity with SaaS indirect sales motions and cloud marketplaces.
Experience developing partner practices across multiple regions or segments.
Knowledge of content management, security, collaboration, or digital transformation solutions.
Ability to leverage AI tools to improve decision-making and impact across partner operations.

Responsibilities

Own the full partner lifecycle for a portfolio of 2–4 Systems Integrator partners.
Drive co-selling motions, including account mapping, opportunity identification, and multi-touch engagement strategies, to generate partner-sourced and partner-influenced revenue alongside joint go-to-market strategies.
Collaborate with SI partners to develop joint solutions that integrate Box’s Intelligent Content Management platform into partner-led customer engagements.
Lead co-marketing initiatives and partner enablement programs to increase Box’s visibility and technical competency within partner organizations.
Provide strategic guidance to partners on Box’s product roadmap and competitive positioning.
Serve as the internal voice of the partner, aligning Box Sales, Product, Marketing, and other cross-functional teams around partner priorities and joint opportunities.
Maintain accurate pipeline and forecast data and provide regular reporting on partner performance and growth metrics to leadership.
Represent Box at partner events, industry conferences, and joint customer engagements.
Stay current on SI market trends, competitive dynamics, and regional customer needs.