Strategic Partner Development Manager, Banking

Alloy; New York (NY); Hybrid; USD 140,000 - 201,000; Full time

Benefits offered by this job

Unlimited PTO

Employee stock options

Medical, dental, vision plans

401k with match

Parental leave

Home office stipend

Learning & Development stipend

Well-being benefits

Hybrid work in NYC HQ

Job summary

Alloy is seeking a Strategic Partner Development Manager to drive the early lifecycle of our most important platform partnerships with banks, fintechs, and digital platforms. You will identify, sign, and implement joint plans, integrate with partner programs, and build scalable GTM motions across a multi-functional team.

You will collaborate with Sales, Product, Legal, and Ops to create value propositions, negotiates terms, and transition launched partners to ongoing management.

Qualifications

• 5-8 years in partnerships, alliances, business development, or channel sales at a B2B SaaS/fintech company.
• Experience negotiating commercial agreements with senior partner executives.
• Experience building joint business plans and launching partner GTM motions with measurable results.

Responsibilities

• Build and prioritize a target list of digital banking and enterprise software platforms, and develop partnership theses for each.
• Source, engage, and recruit new strategic partners, building relationships with partner executives and decision-makers.
• Lead partnerships from first conversation through signature, including value proposition, program structure, and commercial terms, working with Legal and Partner Ops on agreements.
• Build joint business plans with each partner that define target segments, shared goals, GTM motion, and success metrics.
• Work with Product, Technical Solutions, and partner technical teams to scope integrations and document integration specs.
• Create early enablement and co-marketing materials with Marketing so partner teams can position and sell Alloy.
• Generate pipeline through joint planning, campaigns, executive sponsorship, and introductions to target financial institutions.
• Partner with Account Executives and Partner Account Managers to move partner-sourced and partner-influenced deals forward.

Skills

Partnerships

Alliance management

B2B SaaS

Fintech experience

Tools

Salesforce

Job description

Alloy is where you belong!
Alloy is the AI-powered identity and fraud prevention platform that accelerates onboarding, stops fraud, and scales compliance across the customer lifecycle so financial organizations can grow without limits. More than 900 of the world's leading financial institutions and fintechs trust Alloy for smarter risk management that drives growth.

Alloy is where you belong!
Alloy is the AI-powered identity and fraud prevention platform that accelerates onboarding, stops fraud, and scales compliance across the customer lifecycle so financial organizations can grow without limits. More than 900 of the world's leading financial institutions and fintechs trust Alloy for smarter risk management that drives growth.
Through our values: Be Bold, Go Fast, Collaborate, and Celebrate Our Differences, we are creating a workplace where you can grow, thrive, and belong. See how we’ve been continuously recognized and named one of Inc. Magazine’s Best Workplaces, Forbes America’s Best Startup Employers, Best Fintech to Work for by American Banker, year after year.
Check out our investors and read more about us here.

About The Team
Alloy's Banking & Channel Sales team sells directly and through channel partners (account opening, loan origination, digital banking, and other enterprise platforms) to banks and credit unions. Our partner ecosystem is a core growth engine, and we're expanding it to include more strategic, emerging partners.
The Strategic Partner Development Manager reports to the VP of Banking & Channel Sales and owns the early lifecycle of our most important platform relationships: identifying and signing new strategic partners, building the joint plans, integrations, and go-to-market motions that make them productive. You'll work closely with Sales, Technical Solutions, Product, Marketing, and Partner Ops, and hand launched partners to Partner Account Managers for ongoing management.
Alloy operates in a hybrid-work environment. We look to foster collaboration and community by having our local employees onsite three days a week.

What You'll Be Doing

• Build and prioritize a target list of digital banking and enterprise software platforms, and develop partnership theses for each.
• Source, engage, and recruit new strategic partners, building relationships with partner executives and decision-makers.
• Lead partnerships from first conversation through signature, including value proposition, program structure, and commercial terms, working with Legal and Partner Ops on agreements.
• Build joint business plans with each partner that define target segments, shared goals, GTM motion, and success metrics.
• Work with Product, Technical Solutions, and partner technical teams to scope integrations and document integration specs.
• Create early enablement and co-marketing materials with Marketing so partner teams can position and sell Alloy.
• Generate pipeline through joint planning, campaigns, executive sponsorship, and introductions to target financial institutions.
• Partner with Account Executives and Partner Account Managers to move partner-sourced and partner-influenced deals forward.
• Transition launched partners to Partner Account Managers with a complete plan, process documentation, and partner profile.
• Share partner and market feedback with Product and leadership to shape the partner program and roadmap.
• Maintain Salesforce hygiene for partner records and attribution, and report on partner pipeline and progress against joint plans.

Who We're Looking For

• 5-8 years in partnerships, alliances, business development, or channel sales at a B2B SaaS, fintech, or financial technology company, with a track record of signing and scaling strategic platform partnerships.
• Experience negotiating commercial agreements and building relationships with senior partner executives.
• Experience building joint business plans and launching partner GTM motions, with measurable pipeline or revenue results.
• Digital banking, fintech, or fraud/credit/identity experience strongly preferred, or demonstrated ability to ramp quickly in a regulated space.
• Ability to work with technical teams and translate business requirements into integration scope.
• Strong Salesforce discipline and the ability to manage a multi-stage partner pipeline.
• Excellent communication skills and a collaborative approach across Sales, Partner Account Managers, Product, and Partner Ops.

Alloy is committed to fair and equitable compensation practices. Below is the anticipated starting base compensation range for this role; however, pay may vary depending on job-related knowledge, in-demand skills, relevant experience, and/or geography. In addition to a competitive base salary, this position is also eligible for equity awards in the form of stock options (ISOs) as well as a competitive total benefits package. Your recruiter will be happy to walk you through the details and what compensation could look like for you specifically!

$140,000 to $201,000, on a 60/40 base + commission structure.

Benefits And Perks

• Unlimited PTO and flexible work policy
• Employee stock options
• Medical, dental, vision plans with HSA (monthly employer contribution) and FSA options
• 401k with 100% match up to 4% of annual employee compensation
• Eligible new parents receive 16 weeks of paid parental leave
• Home office stipend for new employees
• Annual Learning & Development annual stipend
• Well-being benefits include access to ClassPass, OneMedical, UrbanSitter, and Spring Health
• Hybrid work environment: employees are expected to work Tuesdays through Thursdays from our HQ in Union Square, Manhattan. Tasty lunches catered from a variety of local restaurants and frequent employee-organized cultural events contribute to our positive office energy. On Monday/Friday most employees Zoom into work from home while some take advantage of the quieter office.

Alloy is proud to be an equal opportunity workplace and employer. We’re committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or veteran status. We are committed to an inclusive interview experience and provide reasonable accommodations to applicants with visible and invisible disabilities. We encourage applicants to share needed accommodations with your recruiter.