Strategic Partner Manager - Technology Partners

Overview

The Strategic Partner Manager is responsible for accelerating growth across an assigned portfolio of ISV strategic partner accounts, helping Avalara achieve its goals and generate incremental ARR.

The technology partner accounts that the Strategic Partner Manager will lead are hand-selected by the organization as having high potential for exponential growth velocity and being on a distinguished 'fast track' to level up their success within the Avalara Partner Program. The Strategic Partner Manager is their catalyst.

This position forms deep relationships with external partners at all levels of their organization, provides a main point of contact for the partnership internally and externally, drives product roadmap and go-to-market plans with partners to enhance their integrations to Avalara, and is the entry point for the partner working with Avalara Sales, Marketing, Product, and other business units.

This role demands adept relationship management, cross-functional coordination, and business development skills to drive mutual growth and success. The ideal candidate has multiple years of experience leading strategic accounts, demonstrates strong communication and project management skills, and has an analytical mindset with a bias for action.

Responsibilities

Partner Relationship Management

• Serve as the partnership lead and primary point of contact-externally and internally-for all partner accounts in an assigned portfolio.
• Maintain clear and regular communication with key partners, driving adoption of product updates, program participation, co-marketing execution, and other revenue-driving opportunities.
• Cultivate and expand a network of executive relationships at key partner companies.
• Model, size, and prioritize product and strategic initiative programs to maximize revenue and ROI across your partner account portfolio.
• Represent Avalara at various events, conferences, and onsite meetings with partners.

Account Planning & Strategy

• Together with the Director of Strategic Partnerships, define annual growth goals and strategic plans for and with your partners.
• Orchestrate a cross-functional team of sales enablement, partner marketing, product management, and sales colleagues to execute on 'fast track' strategic plans.
• Deliver quarterly and annual business reviews with each partner to track performance against goals and secure next steps to accelerate next-level achievement.
• Coordinate with our Business Development and Partner Launch team to launch new products, updates, and go-to-market models.

Accelerator Growth Program Success

• Collect monthly performance data and prepare regular presentations for Avalara leadership to present metrics and analytical insight on your portfolio, with key takeaways, recommendations, and any pivot plan deltas.
• Share insights and recommendations with the team to help refine and innovate 'fast track' partner strategies and the Avalara Partner Program structure.
• Hit key milestones with partners in defined timeframes to 'graduate' them from the accelerator program, as we onboard new 'fast track' partners periodically.

Qualifications

• 3+ years of experience in partner management, strategic partnerships or account management consulting.
• Industry experience in SaaS ecosystems. Experience with ERPs, eCommerce platforms, billing engines, fintech companies, accounting firms, POS systems, or other cloud-based transaction or invoicing solutions is a plus.
• Experience with building, developing and growing strategic partnerships and relevant programs that deliver long-term revenue growth and customer/partner satisfaction.
• Excellent written, verbal, and presentation communication skills, especially strong with an executive audience.
• Analytical mindset with the ability to use data for decision-making.
• Highly organized with strong project management skills.
• A self-starter who can work with minimal supervision to drive results.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment; ability to make things happen.
• Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
• Ability and willingness to travel (20-25%)
• Energy and enthusiasm with a willingness to travel.
• BA/BS degree or equivalent required.

About Avalara

About Avalara:

We're building cloud-based tax compliance solutions to handle every transaction in the world. Imagine every transaction you make - every tank of gas, cup of coffee, or pair of sneakers, every movie ticket, meal kit, or streamed song, every sensor-to-sensor ping. Nearly every time you make a purchase, physical or digital, there's an accompanying unique and nuanced tax compliance calculation. The logic behind calculating taxes - the rules, rates, and boundaries is a global, layered, three-dimensional mess of complexity, with compliance dictated by governments and applied by every business, every day.

Avalara works with businesses of all sizes, all over the world - from corner stores to gigantic global retailers - to calculate tax accurately and automatically, at speeds measured in milliseconds. That's a massive technical challenge, in terms of scale, reliability, and complexity, and we do it better than anyone. That's why we're growing fast. Headquartered in Seattle, Avalara has offices across the U.S. and around the world, in Brazil, Canada, India, U.K, Belgium and across Europe.

Equal Opportunities:

Avalara is an Equal Opportunity Employer. All qualified candidates will receive consideration for employment without regard to race, colour, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law.