Senior Strategic Partnership Manager (Sales/SaaS)

Emburse

About The Position

Emburse is seeking a commercially focused, results-driven Senior Strategic Partnership Manager to lead and scale strategic relationships across the Human Capital Management (HCM) ecosystem, particularly with UKG and Dayforce. This high-impact role focuses on creating measurable pipeline, revenue, and customer value through targeted joint go-to-market motions. The ideal candidate combines partnership development experience with a disciplined sales mindset. They will identify commercial opportunities, build trust with executive stakeholders, align cross-functional teams, and translate partner engagement into revenue outcomes. The role works across Sales, Marketing, Product, Finance, and Legal to develop and execute mutually beneficial partnerships and joint offerings. Travel of 30% is required. Emburse is unable to offer sponsorship now or in the future.

Requirements

At least 5 years of demonstrated success in strategic alliances, partner management, channel sales, or enterprise business development within B2B SaaS.
Ability to travel; 30% travel is required.
Consistent history of delivering against revenue targets, driving qualified pipeline, and scaling successful co-sell or reseller programs.
Strong proficiency in value-based selling, territory planning, pipeline qualification, contract negotiation, and executive-level pitching.
Demonstrated ability to motivate and collaborate with internal direct sales representatives and partner sales forces to co-sell and advance opportunities through the funnel.
Ability to translate complex software workflows, APIs, and product capabilities into clear, compelling joint value propositions for buyers and sellers.
Analytical capabilities to evaluate partnership health, track metrics in CRM/PRM systems, and make data-backed decisions.
Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.

Nice To Haves

Direct experience working for, with, or alongside UKG and/or Dayforce, including familiarity with their partner programs, sales motions, integration architectures, and customer base.
Experience with Salesforce and Crossbeam.

Responsibilities

Own and grow strategic HCM partnerships, focusing on UKG, Dayforce, and adjacent HCM providers.
Identify, prospect, qualify, and develop partnership opportunities that expand Emburse’s market reach and revenue.
Build business cases and present partnership proposals that create value for Emburse, partners, and mutual customers.
Develop and execute joint go-to-market plans, including reseller and co-selling motions, referral programs, integrated campaigns, events, and partner enablement.
Work with Sales to create partner-sourced and partner-influenced pipeline, support joint account planning, and advance opportunities through the sales cycle.
Build trusted relationships with partner sales, alliances, product, marketing, and executive stakeholders.
Negotiate partnership terms and manage agreements to support sustainable, mutually beneficial growth.
Collaborate with Sales, Marketing, Product, Finance, and Legal to launch joint offerings and ensure operational alignment.
Track partnership performance, including pipeline, bookings, revenue, referrals, engagement, and return on investment.
Monitor HCM market trends, competitive activity, and partner priorities to refine strategy and identify growth opportunities.