Principal Alliance Manager

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

📋 Description

• Enhance AvidXchange’s VAR strategy along with engagement and commercial models.

• Create repeatable partner practices and address intricate partnership issues.

• Direct cross-functional partner initiatives while mentoring and training team members.

• Take ownership of and refine the VAR strategy within the designated ecosystem.

• Manage partner-sourced pipeline targets, converting opportunities into closed revenue alongside Sales.

• Construct a comprehensive VAR ecosystem model, from recruitment and enablement to deal closure and scaling.

• Develop and implement go-to-market strategies with partners across sales, marketing, solutions consulting, and leadership.

• Manage partner relationships, revenue, and customer targets, along with executive engagements, business rhythm, and overall business impact.

• Facilitate communication with partner sales organizations through sales meetings, pipeline evaluations, and operational updates.

• Assess partner performance utilizing referral, lead, win-loss, marketing effectiveness, and engagement metrics.

• Represent the partner internally and collaborate with product, marketing, sales, and post-sales teams.

• Determine partner KPIs and align them with AvidXchange’s business objectives.

• Showcase AvidXchange solutions at events, trade shows, webinars, and partner meetings.

• Coordinate solutions for joint customer challenges and escalations.

• Maintain the CRM and Partner Portal, leveraging the portal to enable and activate VAR account teams and sellers.

⛳️ Requirements

• Over 10 years of relevant experience in strategic partnerships, channel sales, or business development.

• Extensive knowledge of SaaS and ERP VAR ecosystems.

• Established relationships with senior-level VAR contacts, including those in C-suite roles.

• Demonstrated success in developing and managing strategic partnerships while achieving or surpassing revenue targets.

• Strong connections within Microsoft, NetSuite, Sage, and Acumatica ecosystems, including Microsoft Channel partner ISV contacts.

• Experience in contributing to and executing demand generation and marketing initiatives.

• Capability to work cross-functionally on process enhancement, issue resolution, and workflow optimization.

• Understanding of finance operations for mid-market companies; knowledge of Accounts Payable is an advantage.

• Proficient in managing multiple projects and tasks simultaneously with a keen eye for detail.

• Proven presentation skills in both in-person and virtual environments.

• Proficient in Salesforce, Microsoft Office (Excel, PowerPoint), and virtual meeting platforms (Teams, Zoom, WebEx).

• Willingness to travel up to 50% of the time.

• Ability to lead cross-functional teams and work independently.

• Inquisitive, creative, and self-driven with a proactive approach.

🏝️ Benefits

• 18 days of paid time off (PTO).

• 11 holidays (8 company-recognized and 3 floating holidays).

• 16 hours annually of paid Volunteer Time Off (VTO).

• Competitive healthcare options.

• High Deductible Health Plan option with $0 monthly premium for teammate-only coverage.

• Dental Base Plan Coverage.

• 100% AvidXchange-paid life insurance.

• 100% AvidXchange-paid long-term disability insurance.

• 100% AvidXchange-paid short-term disability insurance.

• Employee Assistance Program, offering counseling services, legal and financial consultations, and health advocacy.

• Onsite Health Clinic with Atrium Health for teammates and eligible dependents.

• 401(k) match: 100% match on the first 3% of salary, plus a 50% match on the next 2%.

• 8 weeks of parental leave at 100% pay (for full-time employees with at least 3 months of service).

• 8 weeks of eldercare leave at 100% pay (for full-time employees with at least one year of service).

• Discounts on pet, home, and auto insurance.

• Onsite gym fitness center, yoga studio, and basketball court.

• Gym reimbursements for remote teammates up to $28/month.

• Tuition reimbursement up to the federal maximum of $5,250.

• Flexible hybrid workplace options.

• Free parking available.

• Programs focused on work/life balance and professional development.