Senior Strategic Alliance Manager

Avalara, Inc.; United States; Hybrid; USD 119,000 - 230,000; Full time

Benefits offered by this job

Bonuses

Job summary

Avalara is seeking a quota-carrying Senior Strategic Alliance Manager to lead and grow our most strategic enterprise partnerships. You will own strategy, execution, and results for top-of-funnel activities with SAP and regional systems integrators, collaborating with Sales, Marketing, and Partner teams to accelerate joint success.

The role is remote, reports to the Director, Strategic Alliances – Enterprise, and offers a compensation plan tied to partner-sourced and partner-influenced revenue,

Qualifications

• 8+ years of experience managing high-value enterprise technology partnerships.
• Proven ability to influence at VP & C-level in matrixed orgs.
• Experience using data/analytics to drive decisions and ROI with CRM.
• Experience driving 5+ active projects with monthly/quarterly deliverables.

Responsibilities

• Drive growth with priority enterprise partners by building, executing joint pipeline and deals to close.
• Own partner performance, manage referrals and bookings, identify gaps to goal.
• Build executive relationships across partner and internal teams (Sales, Marketing, Partner Mgmt).
• Lead joint planning, enablement, account alignment, opportunity development, and deal collaboration.
• Represent Avalara externally with large partners while shaping alliance strategies.

Skills

Strategic partnerships

Executive communication

Sales enablement

CRM (Salesforce)

Channel partner management

Education

Bachelor's degree

MBA preferred

Tools

Salesforce

Job description

What You'll Do

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.
#LI-Remote

What Your Responsibilities Will Be

• 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.

What You'll Need to be Successful

• 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; MBA preferred.
• Experience driving $5M+ in annual partnership-sourced revenue.
• Direct partner or selling experience with SAP and/or their regional systems integrator ecosystems is a strong plus.

Pay Range Details

The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations.

Colorado $119,220 - $190,620 (annually)

Washington $119,220 - $210,660 (annually)

California $119,220 - $230,880 (annually)

NYC $131,700 - $230,880 (annually)

The pay range above is the general base pay range for a successful candidate in the state listed. The successful candidate's actual salary/wage may be based on various factors, such as geographic location, candidate experience and qualifications, as well as market and business considerations.

This role is eligible for the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the applicable plan and the employee's role.

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 diversit y
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.