Alliance Partner Manager

Job Title: Alliance Partnership Manager

Non-Exempt: Pending HR/legal review

Remote: My Work Mode

Department: Revenue | Sales

Reports To: Head of Revenue

Work Hours: 8:00 AM - 5:00 PM ET

Travel: As needed for partner meetings and events

About MuniBilling:

MuniBilling offers a flexible Electronic Bill Payment & Presentment-as-a-Service (EBPPaaS) for municipalities, HOAs, and property managers. We modernize billing operations through subscription and managed service models, supporting clients from implementation through ongoing support. Based in Greensboro, NC, we foster a collaborative, feedback-driven culture with competitive pay, full benefits, a 401(k) match, and a great work environment.

Role:

The Alliance Partnership Manager contributes to revenue growth by owning the strategy, development, activation, and growth of MuniBilling's partner ecosystem across PropTech, GovTech, multifamily, managed service operator (MSO), association, consultant, reseller, referral, and technology channels. This role turns external relationships into measurable partner-sourced pipeline, co-selling opportunities, market intelligence, and long-term strategic value.

The ideal candidate is a strategic, relationship-driven, commercially accountable partnership professional who can identify the right partners, define mutual value, build joint go-to-market plans, maintain disciplined CRM visibility, and use AI-enabled tools to improve partner research, enablement, communications, analysis, and workflow execution while retaining human ownership of commitments and relationship strategy.

The Alliance Partnership Manager contributes to the MuniBilling Value Proposition by:

• Expanding market reach by developing partnerships that produce qualified referrals, co-selling opportunities, and strategic access to target buyer communities.
• Building an integrated ecosystem around MuniBilling through complementary PropTech, GovTech, property management, submetering, payments, financial, cost-recovery, and consulting relationships.
• Translating partner and market insight into clear commercial opportunities, product feedback, enablement needs, and Voice of the Market intelligence.
• Establishing MuniBilling as a trusted utility billing platform in multifamily and public-sector ecosystems through disciplined partnership execution and thought leadership.

Career Growth Opportunities :

MuniBilling offers robust career growth options, including vertical growth within a specific domain of subject-matter expertise (SME) and career diversity across other MuniBilling disciplines.

Essential Functions:

• Develop and execute an ecosystem strategy for multifamily, MSO, PropTech, GovTech, associations, consultants, referrals, resellers, and technology partners.
• Identify, qualify, prioritize, and recruit partners based on strategic fit, market access, solution complementarity, commercial potential, and ability to execute.
• Own partnership development from initial outreach through discovery, mutual value definition, agreement, onboarding, enablement, activation, and ongoing growth.
• Lead partnership discussions and coordinate NDA, agreement, commercial-term, and governance workflows with executive, Finance, Legal, Product, and Revenue stakeholders.
• Build joint business plans that define target markets, use cases, referral or co-sell motions, responsibilities, enablement, metrics, and review cadence.
• Create and maintain partner profiles, stakeholder maps, account maps, activity records, opportunities, next steps, and attribution in HubSpot CRM.
• Collaborate with Account Executives and the Value Engineering Lead to convert partner introductions into well-qualified, supportable opportunities without duplicative discovery.
• Collaborate with Marketing on co-marketing campaigns, partner communications, event strategy, webinars, case studies, and sales enablement.
• Collaborate with Product and technical stakeholders on integration opportunities, partner requirements, product gaps, and enhancement requests while ensuring commitments align with confirmed product capabilities.
• Use AI-enabled tools to support partner research, account mapping, enablement materials, meeting summaries, follow-up communications, nurture content, and co-sell activity updates.
• Leverage AI-driven insights to identify ecosystem trends, partner-fit signals, engagement risks, pipeline patterns, and recommended next actions, while validating AI-generated claims, attribution, market intelligence, and enablement content before use.
• Maintain human ownership of strategic partner selection, relationship commitments, commercial terms, confidential information, and representations of product capability.
• Represent MuniBilling at partner meetings, industry associations, conferences, executive conversations, and strategic networking events.
• Maintain market, competitor, channel, regulatory, and ecosystem intelligence and translate observations into actionable recommendations.
• Provide weekly, monthly, and quarterly visibility into partner activity, pipeline, risks, decisions, and projected outcomes.
• Apply Lean Six Sigma, Kaizen, and AI-enabled insights to improve partner qualification, onboarding, enablement, co-sell execution, handoffs, and reporting.

Competencies:

• Strategic partnership development with measurable commercial accountability.
• Executive presence, external representation, relationship management, and trust building.
• Multifamily, PropTech, GovTech, utility technology, MSO, or adjacent ecosystem fluency.
• Partner qualification, joint business planning, enablement, co-selling, negotiation, and conflict resolution.
• Technical curiosity and the ability to connect partner capabilities to end-to-end client workflows.
• Clear written, verbal, presentation, and cross-functional communication.
• CRM discipline, pipeline management, business judgment, and data-informed prioritization.
• AI-tool fluency for research, communication, enablement, analysis, and workflow orchestration.
• Integrity in commitments, attribution, confidential information, and product-capability representations.

Supervisory Responsibilities:

None. The role leads through influence across internal and external stakeholders.

Qualifications:

Required:

• Five or more years of experience in strategic alliances, channel partnerships, partner development, business development, or a related commercial role.
• Demonstrated ownership of partnerships from sourcing through activation and growth.
• Evidence of measurable partner-sourced pipeline, revenue, market expansion, or program outcomes.
• Experience collaborating with Sales, Marketing, Product, Client Success, Finance, Legal, and executive stakeholders.
• Strong negotiation, presentation, communication, and CRM skills.
• Ability and willingness to travel as required.

Preferred:

• Experience in multifamily, PropTech, GovTech, utility billing, property management systems, submetering, payments, FinTech, managed services, or public-sector technology.
• Established relationships in multifamily or relevant industry associations and partner ecosystems.
• Experience building a partner program, co-sell motion, reseller/referral model, technology integration partnership, or association strategy.
• Experience with HubSpot and AI-enabled sales or partner-management tools.
• Bachelor's degree in business, marketing, technology, or a related field, or equivalent practical experience.

Performance Management

30/60/90-day onboarding training, assessments, benchmarks, and milestones.

Affirmative Action/EEO statement

MuniBilling is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. MuniBilling is proud to be a drug-free workplace. However, screening tests for alcohol and illegal drugs may be performed on applicants and employees as a condition of employment or during employment.

Other duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities required of the employee for this job. In addition, duties, obligations, and activities may change at any time with or without notice.

Internal Candidates Only:

Internal Candidates must meet all metrics in their current role to be considered for an internal career transition. In addition, if the internal candidate is interested in the posted position, they must have their immediate supervisor's approval.