Strategic Alliance Partner Manager

What You'll Do

Avalara is transforming a multi-billion-dollar industry, and we're looking for a quota-carrying Senior Strategic Alliance Manager (SAM) to lead our most strategic enterprise partnership with Workday. This is a visible role on the Enterprise Strategic Alliances team, responsible for driving measurable pipeline and revenue impact with top-tier partners.

You will own the strategy, execution, and results for alliances with partners such as Workday, and regional systems integrators, working closely with Avalara Sales, Marketing, and Partner teams to accelerate joint success.

This is a fully remote, US-based position reporting to our Director, Strategic Alliances – Enterprise.

#LI-Remote

What Your Responsibilities Will Be

• You will drive strategic growth with priority enterprise partners by building joint pipeline generation and acceleration strategies
• You will own partner performance by managing referral pipeline and bookings targets, identifying gaps to goal, and executing corrective actions
• You will build trusted, executive-level relationships across partner sales, alliances, and leadership teams, as well as internal stakeholders across Sales, Marketing, and Partner Management.
• You will lead joint planning and execution, including partner enablement, account alignment, opportunity development, and ongoing deal collaboration.
• You will operate with autonomy and influence, representing Avalara externally with large, highly influential partners while independently shaping and executing alliance strategies.
• You will develop and execute joint business and pipeline plans with partners such as Workday.
• You will manage ongoing partner communications and sales motions, acting as a connector between Avalara field teams and partner sellers.
• You will track and report pipeline, KPIs, and partner performance using CRM and analytics tools (e.g., Salesforce dashboards).
• You will lead operational and sales cadence activities, including Quarterly Business Reviews (QBRs), forecasting, and executive reporting.
• You will manage budgets for field and partner activities and ensure ROI alignment.

What You’ll Need To Be Successful

• 8+ years of experience managing high-value enterprise technology partnerships such as Workday, with a proven track record of exceeding partner-driven revenue goals.
• Experience with CRM and sales enablement platforms (e.g., Salesforce), with experience using data and analytics to drive decisions and measure ROI.
• Strong business and technical knowledge with experience in enterprise software, strategic alliances, and go-to-market execution.
• Bachelor's degree required
• Experience driving $5M+ in annual partnership-sourced revenue

Pay Range Details

The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations.

Colorado $119,220 - $190,620 (annually)

Washington $119,220 - $210,660 (annually)

California $119,220 - $230,880 (annually)

NYC $131,700 - $230,880 (annually)

The pay range above is the general base pay range for a successful candidate in the state listed. The successful candidate's actual salary/wage may be based on various factors, such as geographic location, candidate experience and qualifications, as well as market and business considerations.

This role is eligible for the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the applicable plan and the employee's role.

Avalara is an AI-first Company

AI is embedded in our workflows, decision-making, and products.  Success here requires embracing AI as an essential capability.

• You’ll bring experience using AI and AI-related technologies, ready to thrive here.

• You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.

• You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

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