Alliance Partnership Manager

At BILL, we believe in empowering the businesses that drive our economy. By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations. We’re creating the future of financial automation so businesses can spend more time on what matters. Working here means you become part of a vision-driven team that’s ready to tackle challenges and build cutting-edge solutions. We value purpose, drive, and curiosity—and we thrive in a fast-paced, ever-changing environment. Whether in one of our offices in San Jose, CA, Draper, UT, or in a remote-eligible role, BILLders collaborate to deliver real impact for businesses that need more time in their busy weeks.

About the role

Join BILL as an Alliance Partnership Manager on our Alliance Partnerships team and help build the go-to-market motion that turns our Microsoft Business Central integration into a high-producing partner channel. BILL's Alliance Partnerships team drives top-of-funnel pipeline by developing and managing referral relationships with the Value-Added Resellers (VARs) and implementation partners who sell and deploy ERP software to lower mid-market businesses. With BILL's recent investment in expanding our Microsoft Business Central sync to support multi-entity environments and lower mid-market use cases, the Microsoft ecosystem now represents tens of thousands of companies that are newly reachable through the right partner relationships.

In this role, you will own BILL's Microsoft Business Central VAR channel from the ground up: building a target partner list, signing commercial referral agreements, enabling partner sellers, and running the go-to-market motion that converts those partnerships into qualified pipeline for BILL's Account Executive teams. You will attend regional Microsoft ecosystem events and user groups, run quarterly business reviews with your top partners, and develop a repeatable playbook for the BC channel that can scale. The leads you generate will help BILL reach more lower mid-market businesses with the financial automation tools they need to manage AP, AR, and Spend and Expense without the manual overhead.

Responsibilities

• Identify and prioritize the top Microsoft Business Central VARs that match BILL's ideal partner profile, including install base size, target verticals, and market segment alignment.
• Negotiate and execute commercial referral agreements with priority BC partners, establishing the commercial framework for a sustainable partner-sourced pipeline.
• Enable partner sellers through onboarding, co-sell enablement sessions, competitive differentiators, and vertical-specific use case training so they can confidently introduce BILL to their clients.
• Generate Sales Qualified Opportunities (SQOs) from your partner book of business, serving as the intake and routing point before handing leads to assigned AEs for progression and close.
• Attend regional Microsoft user groups, BC ecosystem conferences, and partner-facing events to build relationships, generate leads, and represent BILL in the Microsoft channel community (approximately 25% travel).
• Run quarterly business reviews with your top partners to assess relationship health, pipeline production, and growth opportunities.
• Build and document a repeatable Microsoft BC channel playbook, capturing what works in this ecosystem and how it differs from other ERP partner motions at BILL.
• Collaborate closely with teammates who manage other ERP ecosystems (NetSuite, Acumatica, Sage Intacct) when partners operate multiple technology practices, coordinating to avoid overlap and maximize the relationship.
• Collaborate closely with Partner Marketing to create compelling marketing campaigns and events to drive top of funnel leads.
• Act as the voice of the partner internally, advocating on behalf of your owned Microsoft VARs, with internal: Product, Marketing and Sales teams to ensure we have the appropriate frameworks in place to drive leads at scale.

Requirements

• 3 or more years in a channel partnerships or alliance role, with direct experience working in the Microsoft ecosystem and an existing portfolio of named contacts at Microsoft Business Central or Dynamics 365 VARs.
• A track record of negotiating and executing commercial referral or partner agreements, including managing the activation of new partners from signed agreement to pipeline production.
• Experience running structured go-to-market motions with partners: enablement, co-sell programs, business planning, and quarterly business reviews.
• Proficiency with Crossbeam or a comparable account mapping tool, along with Salesforce for tracking partner pipeline and activity.
• Comfort representing BILL at in-person Microsoft ecosystem events and user groups, with the ability to generate both relationships and leads on the ground.
• Ability to travel approximately 25% of the time to attend regional Microsoft ecosystem events, VAR user groups, and partner conferences across the U.S.

Qualifications

• Familiarity with BILL's AP or Spend and Expense product, or experience in the broader AP automation or fintech space.
• Prior experience building a channel program or partner playbook in a new ecosystem, not just inheriting one.
• Existing relationships at partner firms that operate multiple ERP practices, including Microsoft alongside NetSuite, Acumatica, Sage Intacct, or other platforms.
• Proficiency using AI to automate operational centric tasks, allowing you to focus more on revenue generating activities.

This position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future.

Pay

The On Target Earnings (OTE) range for this role varies by geographic zone:

• Zone 1: San Francisco Bay Area CA (includes HQ), New York City, Seattle, Los Angeles County: $181,700—$218,300 USD
• Zone 2: CA (Non San Francisco Bay Area and Los Angeles County), Austin TX, Massachusetts: $163,500—$196,500 USD
• Zone 3: Utah (includes Utah office), Dallas TX, Houston TX, Florida, North Carolina, Illinois, Colorado, Arizona, Georgia, Oregon, Pennsylvania: $154,400—$185,600 USD

This role is eligible to participate in BILL’s sales incentive and equity plans.

Benefits

• 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP)
• HSA & FSA accounts
• Life Insurance, Long & Short-term disability coverage
• Employee Assistance Program (EAP)
• 11+ Observed holidays and wellness days, plus flexible time off
• Employee Stock Purchase Program with employee discounts
• Wellness & Fitness initiatives
• Employee recognition and referral programs
• 401(k) retirement plan
• Paid holidays and paid time off
• Other company benefits