Job Details
What You'll Do
The mission of the Strategic Alliances team is to create long-term, multi-dimensional partnerships that drive mutual revenue for Avalara and our partners and ensure client success. The Manager, Accountant Channel Alliances is responsible for setting and leading our Accounting channel partner sales strategy for larger, regional accounting firms and related alliances. This position will manage a team of alliance managers focused on identifying and managing these types of partnerships to deliver new revenues and meet established bookings quotas by selling with, to and through strategic partners.
This role will partner closely with direct sales, marketing, business development and strategic partner management to drive market coverage and new growth opportunities.
Job Duties
- Manage a team of strategic alliance managers focused on larger, regional accounting firms and related alliances. Works with leadership and the team to develop overall vision, strategy and execution plans. Work with strategic alliance managers and partners to drive joint marketing initiatives through events and other marketing campaigns.
- Manage the KPIs and goals for the team, identifying opportunities to improve performance.
- Partner with Sales to drive direct partner referrals and effective co-sell with partners. Identify key areas of alignment focused on specific industries or target growth markets.
- Work with strategic alliance managers on the team to effectively present and offer our solutions that are focused on these accounting firm relationships.
- Work directly with our Sales and Marketing organizations to develop more robust accounting channel-focused content and programs.
- Provide leadership and strategy with internal cross-functional stakeholders to increase our market penetration. Evangelize accounting partnerships to key stakeholders at all levels of the organization and represent the voice of the partner within Avalara.
- Provide feedback to channel peers and leadership regarding market intelligence, competition, knowledge gaps and other valuable insights gained while working with partners.
- Act as a thought leader to Avalara on business and strategic issues relating to accounting firms and alliances.
- Evangelize the value of the accountant partner relationships internally and externally.
- Maintain key C-level and senior partner relationships to develop and implement strategies for expanding our partnership.
- Point of escalation for partner inquiries regarding sales, product, commissions, customer escalations, etc.
- Establish trusted relationships across executive leadership functions,
- Represent Avalara in various industry events, conferences and associations.
What You'll Need to be Successful
- Bachelor's Degree from an accredited university. MBA or related advanced degree preferred.
- Must have 10+ years of managing channel partner relationships and selling with and through accounting firms and 3+ years of managing people in partnership roles.
- Deep understanding of the implementation process for a variety of ERP solutions
- Demonstrated analytical, organizational, and project management skills, using relevant information to make timely and critical decisions that affect cross-functional teams and have substantial impact on investments and program effectiveness.
- Experience with building, developing and growing partnership teams that deliver long term revenue growth and customer/partner satisfaction.
- Experience with technical product management and roadmapping.
- Ability to focus and execute in a changing environment; ability to make things happen.
- Technically savvy.
- Experience with analytics, data, databases, predictive modeling, or business intelligence preferred.
- Demonstrable proof of producing measurable results of influenced revenue or channel sales through global strategic system integrators
- Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans
- Demonstrable proof of scaling capacity of global strategic partners' technology practices
- Ability to build and maintain positive working relationships while delivering results in a highly complex, matrixed global organization.
- Exceptional track record of leveraging a partner ecosystem to build and close deals by working across all levels of the organization.
- Track record in hiring and developing a high-performing team.
- Capable of building trust quickly, developing and maintaining relationships.
- Ability to create genuine relationships in various environments including in-person, phone, email, and web meetings.
- Possess a solid sales foundation with an outgoing, optimistic personality.
- Engage effectively at the C-Suite and Executive level both internally and externally.
- Ability to travel as much as 60%
- Flexible and adaptable self-starter with the ability take ownership and initiative approaching all tasks and projects proactively.
- Must have a passion for your work and an ability to apply that passion to both daily tasks and larger, longer term projects.
- Competency with Salesforce, Outlook, Excel and Office Suite
- Collaborative and team-oriented attitude.
- Effective problem-solving capabilities.
- Ability to prioritize and complete multiple tasks with little to no supervision.
- Must have intellectual curiosity, humility, accountability and a positive approach.
How We'll Take Care of You
Total Rewards
In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
Health & Wellness
Benefits vary by location but generally include private medical, life, and disability insurance.
Inclusive culture and diversity
Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.
Flexible hybrid working
We support hybrid work and flexible schedules for our employees.
Learn more about our benefits by region here:
About Avalara
We're Avalara. We're defining the relationship between tax and tech.
We've already built an industry-leading cloud compliance platform, processing nearly 40 billion customer API calls and over 5 million tax returns a year.
Last year, we became a billion-dollar business, and our tribe expanded by a cool thousand people - there's nearly 5,000 of us now. Our growth is real, and we're not slowing down - not until we've achieved our mission - to be part of every transaction in the world.
We're bright, innovative and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we've designed, that empowers our people to win. Ownership and achievement go hand in hand here. We instill passion in our people through the trust we place in them.
We've been different from day one. Join us, and your career will be too.
EEO StatementWe're an Equal Opportunity Employer. Supporting diversity and inclusion is a cornerstone of our company - we don't want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.