Strategic Alliance Partner Manager

Avalara • Durham, NC

2d • $198,700 - $384,800 • 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 our most strategic enterprise partnerships. This is a 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 alliances with partners such as Oracle, SAP, Workday, and regional systems integrators, working closely with Avalara Sales, Marketing, and Partner teams to accelerate joint success.
You will work remotely and report to the Director, Strategic Alliances – Enterprise.
#LI-Remote

Requirements

• 8+ years of experience managing high-value enterprise technology partnerships, with a proven track record of exceeding partner-driven revenue goals.
• Experience with CRM and sales enablement platforms (e.g., Salesforce), with experience using data and analytics to drive decisions and measure ROI.
• Strong business and technical knowledge with experience in enterprise software, strategic alliances, and go-to-market execution.
• Bachelor's degree required
• Experience driving $5M+ in annual partnership-sourced revenue.
• Direct partner or selling experience with Oracle, SAP, Workday, and/or their regional systems integrator ecosystems

Responsibilities

• Drive strategic growth with priority enterprise partners by building joint pipeline generation and acceleration strategies
• Own partner performance by managing referral pipeline and bookings targets, identifying gaps to goal, and executing corrective actions
• 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 business and pipeline plans with partners such as Oracle, SAP, and Workday.
• 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.

Benefits

• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
• Benefits vary by location but generally include private medical, life, and disability insurance.
• Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level