Partnerships & Alliances Manager
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Job Description
Partnerships & Alliances Manager building co-sell, technology, association, and reseller channels for Suralink’s AI accounting SaaS platform. Driving partner-sourced pipeline, revenue, enablement, and reporting.
Responsibilities:
- Define Suralink’s partner strategy across co-sell, technology and integration, association and network, and referral and reseller motions
- Segment and prioritize partners by revenue potential and strategic fit, and build the tiering, engagement model, and program structure
- Establish the operating rhythm, including joint account planning and quarterly business reviews
- Own partner-sourced and partner-influenced pipeline and revenue
- Anchor and scale the flagship co-sell partnership with a global tax and accounting technology leader
- Work with partner sellers and Suralink Account Executives on joint account plans, deal registration, and opportunity progression
- Identify, evaluate, sign, onboard, and activate new partners
- Develop relationships with accounting-firm associations and networks
- Negotiate partner contracts and terms
- Build partner enablement, co-branded content, joint value propositions, and sales tools
- Partner with Marketing on co-marketing plans, joint campaigns, and events
- Establish partner agreements, deal registration, attribution tracking, and partner tooling
- Work with Product on integration and technology partnerships
- Collaborate with Sales, Customer Success, and RevOps to route demand, ensure handoffs, and identify expansion opportunities
- Lead commercial terms discussions with Finance and Legal
- Define and track partner KPIs, attributed revenue, partner-sourced ARR, and program ROI
- Report partner performance to the executive team and contribute to board-level updates
Requirements:
- 5-8+ years in partnerships, alliances, channel, or business development within B2B SaaS, with direct revenue accountability
- 2+ years of experience in the accounting industry
- Proven track record of building partner-sourced and partner-influenced pipeline and revenue
- Hands-on experience running co-sell motions with strategic or enterprise partners, including working directly with partner sellers on joint deals
- Experience across more than one partner type (technology and integration, channel and reseller, or association, network, and referral)
- Comfortable building a function from an early stage, creating playbooks, program mechanics, and enablement without a fully formed playbook to inherit
- Strong commercial acumen, including comfort structuring and negotiating partner agreements and economics
- Ability to work remotely within the U.S. (Mountain, Central, or Eastern time zones preferred)
- Familiarity with the accounting-firm ecosystem, including firm associations and networks and the surrounding technology stack
- Experience with co-sell and marketplace mechanics and partner attribution in HubSpot
Benefits:
- Remote-friendly policy
- Medical/vision/dental insurance
- Flexible PTO policy
- Ten paid holidays
- Parental leave
- Professional development allowance
- Community involvement
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