Strategic Alliance Partner Manager at Avalara

United States

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 our most strategic enterprise partnerships. This is a 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 alliances with partners such as Workday, and regional systems integrators, working closely with Avalara Sales, Marketing, and Partner teams to accelerate joint success. You will work remotely and report to the Director, Strategic Alliances – Enterprise. #LI-Remote What Your Responsibilities Will Be You will drive strategic growth with priority enterprise partners by building joint pipeline generation and acceleration strategies You will own partner performance by managing referral pipeline and bookings targets, identifying gaps to goal, and executing corrective actions You will build trusted, executive-level relationships across partner sales, alliances, and leadership teams, as well as internal stakeholders across Sales, Marketing, and Partner Management. You will lead joint planning and execution, including partner enablement, account alignment, opportunity development, and ongoing deal collaboration. You will operate with autonomy and influence, representing Avalara externally with large, highly influential partners while independently shaping and executing alliance strategies. What Your Day-to-Day Looks Like You will develop and execute joint business and pipeline plans with partners such as Workday. You will manage ongoing partner communications and sales motions, acting as a connector between Avalara field teams and partner sellers. You will track and report pipeline, KPIs, and partner performance using CRM and analytics tools (e.g., Salesforce dashboards). You will lead operational and sales cadence activities, including Quarterly Business Reviews (QBRs), forecasting, and executive reporting. You will manage budgets for field and partner activities and ensure ROI alignment. You will 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. Experience with CRM and sales enablement platforms (e.g., Salesforce), with experience using data and analytics to drive decisions and measure ROI. Strong business and technical knowledge with experience in enterprise software, strategic alliances, and go-to-market execution. Bachelor's degree required Experience driving $5M+ in annual partnership-sourced revenue. Direct partner or selling experience with Workday, and/or their regional systems integrator ecosystems 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 $198,700 - $317,700 (OTE 60/40 pay mix) Washington $198,700 - $351,100 (OTE 60/40 pay mix) California $198,700 - $384,800 (OTE 60/40 pay mix) NYC $219,500 - $384,800 (OTE 60/40 pay mix) 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 an annual bonus based on individual and company performance, depending on the terms of the applicable plan and the employee’s role. 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.