Strategic Alliance Partner Manager

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 Oracle, SAP, 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
.

• 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.

• You will develop and execute joint business and pipeline plans with partners such as Oracle, SAP, and 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.

• 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 Oracle, SAP, Workday, and/or their regional systems integrator ecosystems.

The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may differ 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.

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…