Senior Strategic Alliance Manager

Avalara•UNAVAILABLE, UNAVAILABLE

1d•Remote

About The Position

Avalara is transforming a multi-billion-dollar industry, and we’re looking for a quota-carrying Senior Strategic Alliance Manager (SAM) to lead and grow our most strategic enterprise partnerships. This is a highly visible role on the Enterprise Strategic Alliances team, responsible for driving measurable pipeline and revenue impact with top-tier partners. You will own the strategy, execution, and results for our building top of funnel with SAP and regional systems integrators, working closely with Avalara Sales, Marketing, and Partner teams to accelerate joint success. This role is sales execution-focused with a variable sales compensation plan mapped to partner-sourced and partner-influenced revenue. You will work remotely and report to the Director, Strategic Alliances – Enterprise.

Requirements

8+ years of experience managing high-value enterprise technology partnerships, with a proven track record of exceeding partner-driven revenue goals.
Demonstrated ability to influence at the VP and C-level in highly matrixed organizations, both internally and externally.
Strong command of CRM and sales enablement platforms (e.g., Salesforce), with experience using data and analytics to drive decisions and measure ROI.
Proven ability to manage multiple complex initiatives simultaneously (typically 3–5 active projects with monthly or quarterly deliverables).
Strong business and technical acumen with experience in enterprise software, strategic alliances, and go-to-market execution.
Bachelor’s degree required
Experience driving $5M+ in annual partnership-sourced revenue.
You’ll bring experience using AI and AI-related technologies, ready to thrive here.
You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

Nice To Haves

MBA preferred.
Direct partner or selling experience with SAP and/or their regional systems integrator ecosystems is a strong plus.

Responsibilities

Drive strategic growth with priority enterprise partners by building and executing joint pipeline generation and acceleration strategies, and enabling partner-led and co-sell deals through to close.
Own partner performance by managing referral pipeline and bookings targets, proactively identifying gaps to goal, and executing corrective actions to deliver results.
Build trusted, executive-level relationships across partner sales, alliances, and leadership teams, as well as internal stakeholders across Sales, Marketing, and Partner Management.
Lead joint planning and execution, including partner enablement, account alignment, opportunity development, and ongoing deal collaboration.
Operate with autonomy and influence, representing Avalara externally with large, highly influential partners while independently shaping and executing alliance strategies.
Develop and execute joint pipeline generation and acceleration campaigns within your assigned SAP territory and regional SI partners.
Manage ongoing partner communications and sales motions, acting as a connector between Avalara field teams and partner sellers.
Track and report pipeline, KPIs, and partner performance using CRM and analytics tools (e.g., Salesforce dashboards).
Lead operational and sales cadence activities, including Quarterly Business Reviews (QBRs), forecasting, and executive reporting.
Manage budgets for field and partner activities and ensure ROI alignment.
Represent Avalara at partner meetings and industry events; collaborate with Marketing and Product on go-to-market programs, messaging, and sales collateral.