Partnerships & Alliances Manager

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

📋 Description

• Develop Suralink’s partner strategy encompassing co-selling, technology and integration, associations and networks, as well as referral and reseller initiatives.

• Classify and prioritize partners based on revenue potential and strategic alignment, while creating the tiering, engagement model, and program framework.

• Set the operational cadence, which includes joint account planning and quarterly business reviews.

• Manage the pipeline and revenue generated from partner-sourced and partner-influenced initiatives.

• Initiate and expand the premier co-sell partnership with a global leader in tax and accounting technology.

• Collaborate with partner sellers and Suralink Account Executives on joint account strategies, deal registrations, and opportunity advancements.

• Identify, assess, sign, onboard, and activate new partnerships.

• Cultivate relationships with associations and networks within the accounting industry.

• Negotiate terms and contracts with partners.

• Create partner enablement resources, co-branded content, joint value propositions, and sales tools.

• Collaborate with the Marketing team on co-marketing strategies, joint campaigns, and events.

• Establish partner agreements, deal registration processes, attribution tracking, and partner tools.

• Work alongside the Product team on integration and technology partnerships.

• Coordinate with Sales, Customer Success, and RevOps to manage demand flow, ensure smooth transitions, and pinpoint expansion opportunities.

• Lead discussions regarding commercial terms with the Finance and Legal teams.

• Define and monitor partner KPIs, attributed revenue, partner-sourced ARR, and program ROI.

• Present partner performance to the executive team and participate in board-level updates.

⛳️ Requirements

• 5-8+ years of experience in partnerships, alliances, channels, or business development within B2B SaaS, with direct accountability for revenue.

• At least 2 years of experience in the accounting sector.

• Demonstrated success in generating partner-sourced and partner-influenced pipeline and revenue.

• Practical experience in executing co-sell motions with strategic or enterprise partners, including direct collaboration with partner sellers on joint deals.

• Experience across multiple partner types (technology and integration, channel and reseller, or association, network, and referral).

• Comfortable building a function from the ground up, developing playbooks, program mechanics, and enablement resources in the absence of a pre-existing framework.

• Strong commercial insight, including the ability to structure and negotiate partner agreements and economics.

• Ability to work remotely within the U.S. (preferred time zones: Mountain, Central, or Eastern).

• Familiarity with the accounting-firm ecosystem, including firm associations and networks and the relevant technology stack.

• Experience with co-sell and marketplace dynamics and partner attribution in HubSpot.

🏝️ Benefits

• Remote-friendly policy.

• Medical, vision, and dental insurance.

• Flexible PTO policy.

• Ten paid holidays.

• Parental leave.

• Professional development allowance.

• Community involvement.