Strategic Alliance Manager

Axis Communications; Chelmsford (MA); On-site; USD 160,000 - 180,000; Full time

Benefits offered by this job

Tuition reimbursement

Health, dental, vision, wellness

Paid parental leave

Generous vacation & 3-week sabbatical

401(k) with employer matching

Job summary

Axis Communications seeks a Strategic Alliance Manager to lead and expand our technology partner ecosystem across the Americas from the Chelmsford, MA or NYC offices. You will own the partner lifecycle, execute joint go-to-market plans, and report on revenue impact with executive stakeholders.

The role demands 8+ years in business development, strong executive relationships, and a proven track record in strategic alliances, cross-functional collaboration, and deal structuring.

Qualifications

• Bachelor's degree in computer science or related field.
• At least 8 years' experience in business development or similar related experience.
• Security and/or IT industry commercialization, technical and product knowledge.

Responsibilities

• Develop and own a comprehensive strategic alliance roadmap aligned with organizational objectives.
• Drive the full partner lifecycle from prospecting to activation of new alliances.
• Establish and maintain executive-level relationships with strategic partners.
• Lead multi-party partnership negotiations around technology integration agreements.
• Own and report on partnership-sourced revenue targets and trends.
• Design and execute joint go-to-market plans with defined KPIs.

Skills

Partner management

Executive relationships

Negotiation

Strategic vision

Cross-functional collaboration

Communication skills

Education

Bachelor's degree in computer science or related field

Tools

Salesforce

Microsoft 365

Job description

Job Title

Strategic Alliance Manager

Job Description

The Strategic Alliance Manager is responsible for proactively finding, developing, and managing relationships with key strategic technology integration partners across the Americas. This individual operates with full autonomy - independently developing and executing partnership strategies, mentoring team members, and driving cross-functional alignment across all stakeholder groups. The SAM leverages deep industry expertise, a complete understanding of the Axis go-to-market strategy, and strong executive-level relationships to expand the Axis technology partner ecosystem and deliver measurable business impact.

This role is instrumental in developing commercialized digital technology partner relationships across Axis' various integration platforms, including device management, IT infrastructure, unified communications, and Axis' cloud platform services. This role is based at our Americas headquarters in Chelmsford, MA, or in New York City. Chelmsford is the preferred location. Candidates based in New York City will primarily work from a home office, with travel to the Chelmsford headquarters and other locations as needed.

What you’ll do here as SAM?

• Develop and own a comprehensive strategic alliance roadmap, identifying and prioritizing high-value partnership opportunities in alignment with organizational objectives
• Drive the full partner lifecycle, encompassing prospecting, due diligence, deal structuring, negotiation, and activation of new alliances
• Establish and maintain executive-level relationships with strategic partners at the C-suit and VP level
• Lead complex, multi-party partnership negotiations around technology integration agreements
• Own and be able to report on for partnership-sourced and partnership-influenced revenue targets and expected trends
• Design and execute joint go-to-market plans with clearly defined KPIs, ensuring mutual accountability across internal stakeholders and external partners
• Identify and develop new revenue streams and market expansion opportunities through strategic ecosystem relationships, as well as co-marketing, co-selling, and demand generation initiatives with field sales teams
• Serve as the internal advocate for partner priorities, driving alignment across Sales, Product, Marketing, Legal, and Finance while synthesizing partner feedback to influence product roadmap decisions
• Represent the organization at partner summits, industry conferences, and executive briefings
• Facilitate quarterly executive business reviews with key strategic partners
• Design and implement alliance governance frameworks, including partner health scorecards, performance metrics, and escalation protocols; lead structured business reviews and provide regular reporting to senior leadership on pipeline contribution, ROI, and emerging risks
• Mentor and develop other members of the alliance team, contributing to the advancement of team capabilities and operational best practices

Who are we looking for/Who are you?

• Strong, proactive partner management skills with a strategic vision
• Proven ability to build collaborative, trusted relationships at all levels of an organization
• Self-motivated, accountable, with the ability to influence without direct authority
• Ability to communicate appropriately at all levels of an organization
• Demonstrate resiliency, a driver of change, and flexibility
• Consistent in follow up and execution, with strong time management and organizational skills

We'd love to hear that you have/are:

• Bachelor's degree in computer science or related field
• A minimum of 8+ years' experience in business development or similar related experience
• Security and/or IT industry commercialization, technical and product knowledge

Valued But Not Required Skills Or Experience

• Sales experience
• Salesforce experience
• Microsoft 365 experience
• Axis Certified Professional; qualified candidates to have an opportunity to achieve this certification
• Industry accreditations such Cisco CCNA, BICSI RCDD, Microsoft MCP, or related

Physical Demands and Travel:

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Physical Demands: Employee is occasionally required to lift 20-25 lbs.
• Expected travel up to 50% including international travel

Pay range:

The approximate pay range for this location and position is $160,000 - 180,000 OTE. Please note that the pay range provided is a good faith estimate for the position at the time of posting. Actual compensation will be dependent on factors, including but not limited to, the individual's qualifications, experience, knowledge, skills, and abilities, as well as physical work location within the state.

What we offer:

Axis is a company that puts our employees first. Here is just a glimpse of what we do for our 'Axians':

• Inspire you to grow and develop through employer-offered training as well as tuition reimbursement
• Take care of more than just the 'work you', but rather the 'whole you' through our health, dental, vision, and fitness/health and wellness programs
• Support parents and children through paid parental leave and help alleviate costs through a dependent care reimbursement account
• Encourage work/life balance with generous vacation benefit, plus a 3-week sabbatical on your 5-year anniversary (and every 5 years after!)
• Help prepare for your life after retirement through our 401(k) program and employer matching

Type of Employment

Permanent Employment

Posting End Date

2026-11-05

Certain roles at Axis require background checks, which means applicable verifications will be done in these recruitments. Notice will be provided before we take any action.

About Axis Communications

We enable a smarter, safer world by creating innovative solutions for improving security and business performance. As a network technology company and industry leader, we offer solutions in video surveillance, access control, intercom, and audio systems, enhanced by intelligent analytics applications.

With around 6000 committed employees in over 50 countries, we collaborate with partners worldwide. Together, we thrive in our friendly, open, and collaborative culture and inspire each other to think beyond the expected. United by our commitment to inclusion, diversity, and sustainability, we consistently seek to develop our skills and way of working.

Let's create a smarter, safer world

For more information about Axis, please visit our website www.axis.com.

Listen to Get To Know Axis - Podcast