Manager, Strategic Alliances

Avalara; United States; On-site; USD 140,000 - 210,000; Full time

Job summary

Avalara is seeking a results-driven Manager, Strategic Alliances to lead a high-performing team of Alliance Managers responsible for Mid-Market ERP partnerships, including NetSuite, Microsoft, Infor, Epicor, Sage, Sage Intacct, and Acumatica.

You will coach the team, develop partner strategies, and drive measurable partner-generated pipeline and revenue through cross-functional collaboration with Sales, Marketing, Product, Enablement, and Operations.

Qualifications

• 7+ years in Strategic Alliances, Channels, Partnerships, or related fields.
• 2+ years of people leadership coaching high-performing teams.
• Proven ability to translate partnerships into measurable pipeline and revenue.
• Experience building partner business plans and go-to-market strategies.
• Strong business acumen with data-driven decision-making.

Responsibilities

• Lead and develop a team of Strategic Alliance Managers.
• Drive joint business plans with ERP and channel partners.
• Strengthen partner relationships and expand revenue opportunities.
• Oversee enablement, business reviews, and joint campaigns.
• Coach team to achieve partner referrals, pipeline, and bookings.
• Use CRM and performance data to optimize results.

Skills

Strategic Alliances

People Leadership

Partnership Development

CRM & Data

Executive Presence

Communication

ERP ecosystem familiarity

Tools

CRM (Salesforce)

Job description

What You\'ll Do

Avalara is seeking a results-driven Manager, Strategic Alliances to lead and develop a high-performing team of Strategic Alliance Managers responsible for key Mid-Market ERP partnerships.

You will lead a team focused on growing Avalara’s strategic relationships across the Mid-Market ERP ecosystem, including NetSuite, Microsoft, Infor, Epicor, Sage, Sage Intacct, and Acumatica.

This role combines people leadership, partner strategy, and commercial execution. You will coach and develop your team, strengthen strategic partnerships, and ensure alliance strategies translate into measurable partner-generated pipeline and revenue.

You will partner closely with Sales, Marketing, Product, Enablement, and Operations to improve partner engagement and execute joint go-to-market strategies.

Deep expertise across every ERP ecosystem is not required. What matters most is your ability to lead people, build accountability, develop effective partner strategies, and drive measurable business results.

What Your Responsibilities Will Be

Team Leadership & Development

• Lead, coach, and develop a team of Strategic Alliance Managers.
• Establish clear performance expectations, goals, and development plans.
• Build a culture of accountability, collaboration, and continuous improvement.
• Recruit, onboard, and develop talent while supporting career growth.

Strategic Partner & Revenue Leadership

• Guide the development and execution of joint business plans with strategic ERP and channel partners.
• Strengthen partner relationships and identify opportunities to expand engagement and revenue.
• Oversee partner enablement, business reviews, joint campaigns, and go-to-market initiatives.
• Own team performance across partner referrals, pipeline, and partner-sourced and influenced bookings.
• Use CRM, pipeline, and partner performance data to identify opportunities, manage performance, and improve results.
• Establish scalable processes and operating rhythms that strengthen execution.

Cross-Functional Leadership

• Partner with Sales, Marketing, Product, Partner Marketing, Enablement, and Operations to execute integrated go-to-market strategies.
• Strengthen alignment between Avalara sellers and partner organizations to increase opportunity creation.
• Represent Strategic Alliances in cross-functional planning and help shape the continued evolution of Avalara’s partner strategy.

What You\'ll Need To Be Successful

• 7+ years of experience in Strategic Alliances, Channels, Partnerships, Business Development, or a related field.
• 2+ years of people leadership experience with demonstrated success coaching and developing high-performing teams.
• Proven ability to translate strategic partnerships into measurable pipeline and revenue.
• Experience developing partner business plans and joint go-to-market strategies.
• Strong business acumen and experience using CRM, pipeline, and performance data to drive decisions.
• Strong communication and executive presence with the ability to influence internal and external stakeholders.
• Ability to bring structure, accountability, and focus within a fast-paced, evolving environment.

What Will Set You Apart

• Experience within ERP, SaaS, fintech, tax technology, or related technology ecosystems.
• Familiarity with NetSuite, Microsoft, Infor, Epicor, Sage, Sage Intacct, or Acumatica.
• Experience scaling partner programs or alliance teams.

Avalara is an AI-first Company

• 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.

How We\'ll Take Care Of You

Total Rewards

In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.

Health & Wellness

Benefits vary by location but generally include private medical, life, and disability insurance.

Inclusive culture and diversity

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 You Need To Know About Avalara

We\'re defining the relationship between tax and tech.

We\'ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we\'re a billion dollar business - and we\'re not slowing down until we\'ve achieved our mission - to be part of every transaction in the world.

We\'re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we\'ve designed, that empowers our people to win. We\'ve been different from day one. Join us, and your career will be too.

We\'re An Equal Opportunity Employer

Supporting diversity and inclusion is a cornerstone of our company — we don\'t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.