Alliances Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and expand a portfolio of strategic Partner relationships.

• Act as the comprehensive business owner responsible for the health, growth, and commercial success of Partners.

• Formulate joint Partner strategies, growth plans, objectives, priorities, success metrics, and action plans.

• Cultivate trusted relationships within Partner organizations and gain insights into their businesses, customers, priorities, sales dynamics, and growth potential.

• Organize pipeline reviews, business reviews, strategic planning sessions, and executive engagement schedules.

• Discover opportunities to broaden partnerships into new teams, markets, products, integrations, and go-to-market strategies.

• Manage commercial performance across assigned Partner relationships.

• Create and implement joint go-to-market strategies that drive qualified pipeline and revenue.

• Build and oversee Partner pipelines and forecasts in line with assigned targets.

• Collaborate with Partner and InterPayments sales teams to spot opportunities, expedite deals, and enhance conversion rates.

• Increase the number of Partner representatives actively promoting and generating opportunities for InterPayments.

• Evaluate Partner performance and devise plans to boost productivity, engagement, and growth.

• Lead the Partner enablement strategy and readiness; spearhead training, webinars, events, and activation initiatives.

• Work with Partner Marketing to create enablement programs, campaigns, communications, sales tools, Partner Portal resources, and other materials.

• Coordinate cross-functional efforts among Sales, Partner Marketing, Product, Solutions Architecture, Professional Services, Support, Finance, Legal, and additional teams.

• Define ownership, milestones, timelines, and success criteria for Partner initiatives; mitigate barriers and escalate issues as necessary.

• Monitor and analyze pipeline, revenue, conversion rates, Partner engagement, enablement activities, and strategic milestones.

• Conduct regular reviews of Partner performance and business metrics.

• Keep accurate records of Partner plans, activities, pipeline, forecasts, and commitments in Salesforce.

• Collect insights from Partners and the market to advocate for internal ecosystem enhancements.

• Success is gauged by Partner-generated pipeline and revenue, forecast accuracy, conversion rates, active Partner representatives, effectiveness of enablement, year-over-year Partner growth, relationship expansion, and milestone achievement.

⛳️ Requirements

• Proven experience in managing and enhancing strategic partnerships, alliances, channels, or similar B2B relationships.

• Strong commercial focus with a track record of driving pipeline, revenue, and measurable business results through Partners.

• Capacity to build relationships at various organizational levels, from executives to frontline sales teams.

• Experience in developing and executing joint go-to-market strategies.

• Strong instincts for Partner enablement and experience in activating Partner sales teams.

• Ability to influence and coordinate cross-functional teams without direct authority.

• Excellent analytical skills, with the ability to leverage data to evaluate performance, identify opportunities, and allocate resources effectively.

• Outstanding communication, presentation, negotiation, and relationship management skills.

• Capability to balance strategic thinking with hands-on execution in a dynamic environment.

• Experience in payments, fintech, SaaS, financial services, or related technology ecosystems is preferred.

• Proficient in maintaining Partner plans, activities, pipeline, forecasts, and commitments within Salesforce.

• Must reside in the United States and be legally authorized to work in the U.S.; no visa sponsorship is available.

🏝️ Benefits

• Comprehensive health and wellness programs.

• Flexible working hours and remote work options.

• Opportunities for professional development and career advancement.

• Competitive salary and performance-based bonuses.

• Collaborative and innovative work environment.