Alliances Manager

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

📋 Description

• Take charge of the partner-sourced and partner-influenced pipeline involving ISVs, systems integrators, and carriers.

• Recruit and expand ISV partnerships through collaborative solutions and co-marketing initiatives.

• Facilitate Salesforce SIs in recommending Zenkraft during implementation processes.

• Develop referral, resale, and co-selling programs.

• Promote two-way referrals with carrier alliance teams.

• Synchronize new carrier integrations with the Product team.

• Manage the partner pipeline within Salesforce, which includes deal registration, account mapping, pipeline reviews, and reporting.

• Create partner playbooks and enablement materials.

• Represent Zenkraft at Dreamforce, partner events, and industry conferences.

• Assess current partners and establish pipeline targets within the first 90 days.

• Select focus partners and initiate joint account mapping efforts.

• Register partner-sourced deals and execute joint campaigns.

⛳️ Requirements

• Minimum of 4 years in partnerships, alliances, or channel roles within a B2B SaaS environment.

• Proven history of generating partner-sourced pipelines that meet targets.

• Practical experience within the Salesforce ecosystem, particularly with SIs, ISVs, or the AppExchange.

• Experience in co-selling, including account mapping, deal registration, and joint qualification.

• Strong interpersonal skills to engage effectively with both partner executives and technical teams.

• A builder’s mindset and the ability to thrive in a small, fast-paced team setting.

• Preferred: background in shipping, logistics, or e-commerce technology; established carrier relationships; Salesforce certifications; or experience in early-stage partner program development.

🏝️ Benefits

• Opportunity to establish the partner program from the ground up, directly influencing revenue.

• Collaborate across three partner ecosystems within a single role.

• Gain substantial ownership within a 17-person team, with potential for growth as the program expands.