Senior Strategic Alliance Manager

About the role

Avalara is transforming a multi‑billion‑dollar industry and is seeking a quota‑carrying Senior Strategic Alliance Manager (SAM) to lead and grow its most strategic enterprise partnerships. This highly visible role on the Enterprise Strategic Alliances team drives measurable pipeline and revenue impact with top‑tier partners. You will own the strategy, execution, and results for building top‑of‑funnel with SAP and regional systems integrators, working closely with Avalara Sales, Marketing, and Partner teams to accelerate joint success. The role is sales‑execution focused with a variable sales compensation plan tied to partner‑sourced and partner‑influenced revenue. You will work remotely and report to the Director, Strategic Alliances – Enterprise. Avalara is an AI‑first company; AI is embedded in workflows, decision‑making, and products, and you will apply AI daily to improve efficiency, contribute solutions, and drive results for your team, the company, and customers.

Avalara defines the relationship between tax and tech, having built an industry‑leading cloud compliance platform that processes over 54 billion customer API calls and over 6.6 million tax returns annually. As a billion‑dollar business, Avalara continues to grow toward its mission of being part of every transaction in the world.

Responsibilities

• Drive strategic growth with priority enterprise partners by building and executing joint pipeline generation and acceleration strategies, and enabling partner‑led and co‑sell deals through to close.
• Own partner performance by managing referral pipeline and bookings targets, proactively identifying gaps to goal, and executing corrective actions to deliver results.
• Build trusted, executive‑level relationships across partner sales, alliances, and leadership teams, as well as internal stakeholders across Sales, Marketing, and Partner Management.
• Lead joint planning and execution, including partner enablement, account alignment, opportunity development, and ongoing deal collaboration.
• Operate with autonomy and influence, representing Avalara externally with large, highly influential partners while independently shaping and executing alliance strategies.
• Develop and execute joint pipeline generation and acceleration campaigns within your assigned SAP territory and regional SI partners.
• Manage ongoing partner communications and sales motions, acting as a connector between Avalara field teams and partner sellers.
• Track and report pipeline, KPIs, and partner performance using CRM and analytics tools (e.g., Salesforce dashboards).
• Lead operational and sales cadence activities, including Quarterly Business Reviews (QBRs), forecasting, and executive reporting.
• Manage budgets for field and partner activities and ensure ROI alignment.
• Represent Avalara at partner meetings and industry events; collaborate with Marketing and Product on go‑to‑market programs, messaging, and sales collateral.

Requirements

• 8+ years of experience managing high‑value enterprise technology partnerships, with a proven track record of exceeding partner‑driven revenue goals.
• Demonstrated ability to influence at the VP and C‑level in highly matrixed organizations, both internally and