Strategic Alliance Manager

Sales | Seattle, WA, United States

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This position will be responsible for recruiting and managing partnerships in the cross-border ecosystem including 3PLs, freight forwarders and shipping carriers. This candidate should have a full understanding of the cross border landscape, relevant products and services, have pre-existing relationships and be able to articulate how these partners can best leverage Avalara to service their customers' tax compliance needs throughout the entire eCommerce supply chain.

Job Duties


  • Proactively engage at the executive and field levels to evangelize Avalara's cross- border solutions creating enthusiasm and demand to work with us.
  • Own relationships at all levels with the goal of sourcing qualified sales pipeline and supporting co-selling opportunities.
  • Develop business plans and playbooks to drive internal/external execution of objectives.
  • 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 partners.
  • 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.
  • Serve as an industry subject matter expert, regularly monitor industry trends and developments including market climate, new regulations and technology trends and represent Avalara in various industry events, conferences and associations.
  • Ability to work remotely and independently with 25% - 50% travel
  • Qualifications


  • Minimum of 5-10 years of experience in channel development, business development or strategic alliances in the shipping, logistics or global eCommerce ecosystem.
  • Deep understanding of global tax compliance requirements including customs duties and Import taxes
  • 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 Avalara's partners and products.
  • Possess a solid sales foundation with an outgoing, optimistic personality and willingness to leverage new technology to expand reach.
  • Flexible and adaptable self-starter with the ability take ownership and initiative approaching all tasks and projects proactively.
  • Ability to successfully manage multiple workstreams and prioritize competing projects.
  • Competency with Salesforce, Tableau, Outlook, Excel and Office Suite, Atlassian/Jira a plus.
  • Must have intellectual curiosity, humility, accountability and a positive approach.
  • Ability to work remotely and independently with 30% - 50% travel.
  • Apply Now!