Director, Alliances

This is a hybrid role that can be based out of our office in Vancouver, Toronto, Foster City, or Plano

Position Summary

As we continue to build our world-class Alliances team within our organization, Tipalti is looking for a Director, Alliances who can help us achieve our goals to contribute to the program’s growth.  

Why join Tipalti?

Tipalti is one of the world’s fastest-growing fintech companies. We free finance professionals to lead by modernizing the entire payables operation. We are a well-funded, late-stage start-up backed by high-profile investors. Our 2021 Series F funding round raised $270 million, valuing us at over $8.3 billion. With total funding of just over $550 million, and with more than 3000 global customers, Tipalti is one of the most valuable private fintech companies in the world.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together. 

Responsibilities:

• This role will report to the VP of Alliances 
• Manage four teams of Alliance Managers who support our referral partners' ERP ecosystems including NetSuite, Sage, Microsoft, SAP, Acumatica and more. 
• Co-create and execute the strategic plan for North American referral partners. 
• Build and execute tactical programs that recruit, onboard and enable partners to maintain a funnel of new partners and partner opportunities. 
• Manage our program goals, track, analyze, and communicate effectiveness to optimize performance
• Ensure data integrity and quality across all revenue-related systems
• Work cross-functionally to drive innovation and improve organizational performance and dive key business development initiatives from creation to implementation
• Work closely with the entire field and internal sales teams, pre-sales engineers, and marketing to grow new and incremental revenue
• Build out a repeatable effective partner engagement models to nurture and drive mutual success to our partners and sales organization
• Drive automation to optimize processes
• Create reports, analysis, and insights to provide go-to-market (marketing, sales, and customer experience) leadership visibility into pipelines, forecasts, and KPIs based on Salesforce data

Requirements:

• Prior experience leading and managing an Alliances & BD team 
• 10+ years of alliance and/or business development experience in the B2B SaaS space (Fintech/payments industry strongly preferred)
• Track record of success within ERP partnership ecosystems (eg NetSuite, Microsoft), and overall experience within in the ERP / accounting / financial management / financial ops domain 
• A proven track record in scaling and growing a thriving business development, referral program
• Strong executive presence and communication 
• Second line leadership experience - must have had direct reports, of managers managing sales teams
• Builder mindset comfortable leading department operations, including partner operations for recruiting, onboarding, enablement, and nurturing
• Brings an existing network of relationships across target alliance partners
• Strong ability to drive execution of strategic initiatives and tactics. 
• Experience developing, negotiating and closing partner deals 
• Ability to sell people and partners on the vision and mission of Tipalti and of our partner program - get them emotionally and economically invested in the relationship
• Travel required on a monthly basis
• A willingness and passion to lead a team, while also driving your own execution
• A track record of working in a fast-paced environment, setting your own demanding expectations, inspiring and supporting your teammates and exceeding those expectations
• Strong Salesforce.com utilization and process orientation
• Solid attention to detail
• Strong project management skills and ability to drive quality execution
• Assertive, Passionate, Persuasive, Positive, Consultative, loves to compete and win
• Bachelor Degree or equivalent experience required

Our benefits package includes:

• Hybrid working model that requires you to be in the Foster City office on  Monday, Tuesday, and Thursday
• Competitive salary and stock options
• Matching 401K
• Extended benefits, Employee Assistance Progra