Senior Manager, Strategic Alliances

Avalara•UNAVAILABLE, UNAVAILABLE

3h•Remote

About The Position

Avalara is looking for a dynamic Sr. Manager, Strategic Alliances to lead a high-performing team of Strategic Alliance Managers (SAMs). This role will oversee alliance programs focused on eCommerce partners—including agencies and platforms like Shopify, BigCommerce, and WooCommerce—and partners who specialize in vertical solutions for Excise (Oil & Gas), Telecommunications, and Hospitality. This role is ideal for someone who is passionate about team development and partner enablement. Leadership, accountability, and driving partner-generated pipeline and bookings are key. Remote candidates will be considered. The position reports to the Director of Strategic Alliances.

Requirements

7+ years of experience in Alliances, Channel, or Partnerships.
2+ years of experience managing teams, driving performance, and/or scaling partner organizations.
Proven experience leading teams to achieve measurable revenue and pipeline results.
Strong track record of coaching, mentoring, and developing individual contributors.
Experience using CRM and partner performance data to make data-driven decisions.
Experience using AI and AI-related technologies.
Ability to apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
Curiosity about new AI trends and best practices.

Nice To Haves

Deep domain expertise in Excise, Telecommunications, and Hospitality verticals is not required.

Responsibilities

Mentor and lead a high-performing team of Strategic Alliance Managers.
Create development plans, run performance reviews, and support career progression for your team.
Build a culture grounded in accountability, collaboration, and continuous improvement.
Recruit, onboard, and ramp new team members with urgency and clarity.
Ensure the team builds and executes joint business plans with main partners.
Oversee partner enablement, QBRs, and campaign execution to produce qualified referrals.
Foster relationships with strategic technology partners and agencies in the eCommerce ecosystem.
Support the expansion of vertical-specific alliances to produce bookings in Excise, Telecom, and Hospitality.
Oversee the team's results: qualified referrals (Discovery stage) and partner-referred and influenced bookings.
Enforce processes to ensure consistency, compliance, and scalability.
Establish clear goals and KPIs for each team member and hold them accountable.
Track and report team performance to leadership.
Partner with Sales, Marketing, Product, and Partner Marketing to support go-to-market execution.
Collaborate with Enablement and Ops to ensure the team has the tools and content to succeed.
Participate in strategic planning sessions and help shape the alliance program's day-to-day direction.