Partnerships & Alliances Manager

About the role

Suralink is seeking a Partnerships & Alliances Manager to build and own our partner ecosystem, a strategic growth lever as we scale our reach across the accounting profession. Reporting to the CRO, you will own the full partner motion end-to-end: standing up the program, recruiting and activating partners, and turning those relationships into measurable pipeline and revenue. You will anchor a newly launched co-sell partnership with a global leader in tax and accounting technology, along with several existing accounting-firm associations and networks. You will also expand the ecosystem across additional global technology and integration partners, accounting-firm associations and networks, and referral and reseller relationships. This is a builder role. You will define the strategy, do the hands-on work of joint account planning and co-sell execution, and put in place the program mechanics, enablement, and reporting that make partner-sourced revenue predictable and repeatable. Success requires someone who is equally comfortable setting strategy with a partner executive and rolling up their sleeves to run a joint account-mapping session.

Responsibilities

• Build and Own the Partner Strategy – Define Suralink's partner strategy across co-sell, technology and integration, association and network, and referral and reseller motions; segment and prioritize partners by revenue potential and strategic fit, and build the tiering, engagement model, and program structure to match; establish the operating rhythm, from joint account planning to quarterly business reviews, that keeps partners accountable and aligned to shared goals
• Drive Partner-Sourced Pipeline and Revenue – Own partner-sourced and partner-influenced pipeline and revenue as your primary measure of success; anchor and scale our flagship co-sell partnership, working directly with partner sellers and Suralink Account Executives on joint account plans, deal registration, and opportunity progression; build repeatable co-sell motions that connect partner reps and Suralink Account Executives on shared opportunities
• Recruit and Activate New Partners – Identify, evaluate, and sign new partners that expand Suralink's reach and strengthen the platform's value in the accounting technology stack; develop relationships with accounting-firm associations and networks to reach their members at scale; negotiate partner contracts and terms and effectively onboard + active new partners to ensure program growth
• Enable and Operationalize the Program – Build partner enablement, from co-branded content and joint value propositions to sales tools that help partners position and sell Suralink; partner with Marketing on co-marketing plans, joint campaigns, and events that generate attributable partner pipeline; stand up the program mechanics: partner agreements, deal registration, attribution tracking, and partner tooling
• Collaborate Across the Business – Work with Product on integration and technology partnerships, aligning roadmap and joint solution value; collaborate with Sales, Customer Success, and RevOps to route partner-sourced demand, ensure clean handoffs, and surface expansion opportunities; lead commercial terms discussions with partners in coordination with Finance and Legal
• Measure and Report – Define and track the KPIs that matter: partner-sourced and influenced pipeline, attributed revenue, partner-sourced ARR, and program ROI; maintain clean attribution and reporting so partner contribution is visible and defensible; report partner performance to the executive team and contribute to board-level updates on the partner motion

Qualifications

• 5-8+ years in partnerships, alliances, channel, or business development within B2B SaaS, with direct revenue accountability
• 2+ years of experience in the accounting industry
• Proven track record of building partner-sourced and partner-influenced pipeline and revenue
• Hands-on experience running co-sell motions with strategic or enterprise partners, including working directly with partner sellers on joint deals
• Experience across more than one partner type (technology and integration, channel and reseller, or association, network, and referral)
• Comfortable building a function from an early stage, creating the playbooks, program mechanics, and enablement without a fully formed playbook to inherit
• Strong commercial acumen, including comfort structuring and negotiating partner agreements and economics
• Ability to work remotely within the U.S. (Mountain, Central, or Eastern time zones preferred)

Additional preferred qualifications

• Familiarity with the accounting-firm ecosystem, including firm associations and networks and the surrounding technology stack
• Experience with co-sell and marketplace mechanics and partner attribution in HubSpot

Competencies

• Builder who thrives with ambiguity and creates structure where none exists
• Commercially minded and accountable to revenue, not activity
• Relationship builder with the executive presence to earn trust with senior partner stakeholders
• Data-driven and disciplined about attribution and reporting
• Cross-functional orchestrator who aligns Sales, Marketing, Product, and Customer Success around shared partner goals
• Strategic and operational in equal measure, able to set the plan and run the cadence that delivers it

Benefits

• Remote-friendly policy
• Medical/vision/dental insurance
• Flexible PTO policy and ten paid holidays
• Parental leave
• Professional development allowance
• Community involvement