Manager, Alliances and Partner Development

What Youll Do

• Manage a team of Inside strategic alliance managers focused on technology, consulting and accounting partners. This person works with leadership and the team to develop overall vision, strategy and execution plans. Work with inside strategic alliance managers and partners to oversee joint marketing initiatives through events and other marketing campaigns.
• Manage the KPIs and goals for the team, identifying opportunities to improve performance.
• Partner with Sales to drive direct partner referrals and effective co-sell with partners. Identify key areas of alignment focused on specific industries or target growth markets.
• Work with inside strategic alliance managers on the team to effectively present and offer our solutions that are focused on these partner relationships.
• Work directly with our Sales and Marketing organizations to develop more robust channel-focused content and programs.
• Provide leadership and strategy with internal cross-functional stakeholders to increase our market penetration. Evangelize Avalara partnerships to key stakeholders at all levels of the organization and represent the voice of the partner within Avalara itself.
• Will play a key role in our relationship with Technology, Consulting, and Accounting Partner ecosystem.

What Your Responsibilities Will Be

• Own relationships at all levels of partner organizations and proactively prospect with the partners customer-facing reps with the goal of driving qualified sales pipeline.
• Act as the point of contact to increase partner knowledge and proactively train partners regarding general tax, Avalara product, services, resources and differentiators
• Act as a liaison between our sales teams and partners to help build working relationships resulting in growing our bookings numbers/meeting and/or exceeding your territory goals
• Lead partner marketing efforts with the help of Partner Marketing Managers for marketing and co-marketing opportunities (lunch-n-learns, seminars, webinars, campaigns, trade shows) with key partners
• Provide clear and organized feedback to channel peers and leadership regarding market intelligence, competition, knowledge gaps and other valuable insights gained while working with partners.
• Conduct Quarterly Business Reviews and monitor progress towards strategic goals and momentum in specific channels
• Manage partner inquiries regarding sales, product, commissions, customer escalations, etc.
• Build out & maintain partner profile information and contact information as well as log calls and communications in CRM and other systems
• Represent Avalara in various industry events, conferences, and associations.
• Must be based out of Pune, Maharastra with the ability to work in a hybrid model
• Ability to travel up to 40%

What You'll Need to be Successful

• Must have 5+ years of Partner/Channel Sales experience in the Technology industry with 3+ years of Quota carrying managerial experience.
• Sales Tax knowledge is preferred
• Thorough understanding of Salesforce SIs and channel ecosystems
• Exceptional track record of leveraging a partner ecosystem to build and close deals by working across all levels of the organization.
• Ability to create genuine relationships in various environments including in-person, phone, email, and web meetings
• Possess a solid sales foundation with an outgoing, optimistic personality
• Engage effectively at the C-Suite and Executive level both internally and externally
• Flexible and adaptable self-starter with the ability take ownership and initiative approaching all tasks and projects proactively
• Must have a passion for your work and an ability to apply that passion to both daily tasks and larger, longer term projects
• Ability to successfully manage multiple workstreams and prioritize competing projects
• Competency with Salesforce, Outlook, Excel and Office Suite, Atlassian/Jira a plus
• Collaborative and team-oriented attitude
• Effective problem-solving capabilities
• Ability to prioritize and complete multiple tasks with little to no supervision
• Must have intellectual curiosity, humility, accountability and a positive approach