Strategic Alliance Manager

Sales | Remote, United States

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The mission of the Strategic Alliances team is to create long-term, multi-dimensional partnerships that drive mutual revenue for Avalara and our partners and ensure client success. The Strategic Alliance Manager is responsible for identifying, analyzing, signing and managing partnerships that will help Avalara achieve its goals and generate new client ARR.

This position will be responsible for managing the co-selling aspects of the Global Microsoft Partnership program and executing on sales and marketing initiatives with Microsoft, Microsoft ISVs, and supporting the Microsoft channel ecosystem organizations including Microsoft Consulting Services, pre-sales engineers, solution architects, customer success and their respective leadership. This candidate should have a full understanding of the Microsoft organization, its products and services, have pre-existing relationships within Microsoft to be able to open doors, build strong relationships and be able to articulate how Microsoft can best leverage Avalara to service their customers' needs tax compliance needs.

Job Duties

  • Proactively engage at the field level within Microsoft and Microsoft Consulting Services to evangelize Avalara's products, solutions and brand to partner stakeholders creating enthusiasm and demand to work with us.
  • Understand and communicate the business value of Avalara's products and solutions to the Microsoft field teams.
  • Develop business plans and playbooks to drive internal/external execution of objectives.
  • Own relationships at multiple levels of Microsoft with the goal of sourcing qualified sales pipeline and supporting co-selling opportunities.
  • Manage partner sales pipeline and provide accurate forecasts to management.
  • Report on progress to plan, activities and partner performance on a regular basis.
  • Drive and participate in regular QBRs with Microsoft leadership.
  • Contribute to partner marketing efforts with the help of Partner Marketing Managers for marketing and co-marketing opportunities (lunch-n-learns, seminars, webinars, campaigns, trade shows).
  • Provide feedback to channel peers and leadership regarding market intelligence, competition, knowledge gaps and other valuable insights gained while working with partners.
  • Build out and maintain partner profile information and contact information in CRM and other systems.
  • Represent Avalara in various industry events, conferences and associations.
  • Ability to work remotely and independently with 30% - 50% travel


  • Minimum of 5-10 years of experience in channel development, business development or strategic alliances in the Microsoft ecosystem.
  • Deep understanding of the Microsoft and system integration sales processes.
  • 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, e-mail, and web meetings.
  • Strong social networking presence that can be used to evangelize the Microsoft/Avalara partnership.
  • Possess a solid sales foundation with an outgoing, optimistic personality.
  • 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, Tableau, Outlook, Excel and Office Suite, Atlassian/Jira a plus.
  • Collaborative and team-oriented attitude.
  • Ability to prioritize and complete multiple tasks with little to no supervision.
  • Must have intellectual curiosity, humility, accountability and a positive approach.
  • Ability to work remotely and independently with 30% - 50% travel

Apply Now!