Enterprise SI Partnerships Director at Avalara

United States

What You'll Do Avalara is looking for a Enterprise SI Partnerships Director to grow relationships with key global system integrators (GSIs), regional SIs, and strategic accounting firms. You will focus on strengthening daily executive and field relationships, driving joint go-to-market execution, and advancing strategic initiatives that accelerate partner-sourced and partner-influenced revenue. You will use your relationship management expertise, industry knowledge, and business development experience to expand existing partnerships and drive measurable outcomes. You will collaborate across Sales, Customer Loyalty, Marketing, Product, and Business Development, and coordinate with international teams. You will report to the Senior Director, Global Partner Development. #LI-Remote What Your Responsibilities Will Be You will grow a defined portfolio of strategic SI and accounting firm partnerships. You will be the primary contact for senior partner stakeholders and Avalara cross-functional leaders. You will lead regular business reviews with partners to align priorities, review performance metrics, and advance joint programs. You will develop executive and field-level relationships to increase engagement and mindshare within partner firms. You will execute annual and multi-year joint go-to-market plans with assigned partners. You will create "sell-with" and "sell-to" strategies that improve pipeline creation, co-selling effectiveness, and attach rates. You will identify new opportunities for expansion within partner ecosystems, including new service lines, regions, or solution areas. You will partner with team members to align marketing campaigns, enablement efforts, enablement efforts, and sales plays to joint objectives. You will track performance metrics including ARR contribution, pipeline, influenced revenue, and partner engagement. You will build data-driven business cases to inform decisions around programs, investments, and commercial terms. You will analyze performance trends and develop corrective action plans to improve results. You will collaborate with Customer Loyalty and Sales teams to address partner and customer success issues. You will partner with Product teams to gather feedback and agree on roadmap considerations relevant to SI ecosystems. You will support joint solution development initiatives and 12-month rolling enablement and activation plans. You will ensure partners are equipped with the training and tools needed to effectively position and deliver Avalara solutions. What You'll Need to be Successful 8+ years of experience in public accounting, enterprise technology partnerships, channel management, or strategy consulting. Experience managing strategic partnerships with GSIs, regional SIs, or large accounting firms. Experience executing joint business plans that drive measurable revenue outcomes. Experience influencing cross-functional stakeholders in a matrixed organization. Experience driving partner-sourced or partner-influenced revenue growth. An AI first mindset to streamline tasks and goals aligned to Avalara's overall technology and large enterprise focused mindset Avalara is an AI-first Company AI is embedded in our workflows, decision-making, and products. Success here requires embracing AI as an essential capability. 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.