Senior Manager, Alliance Operations

Role Description

The Senior Manager of Alliances Operations will architect, scale, and optimize the operational engine that powers our partner ecosystem. This is a high-impact role for an experienced operator who thrives at the intersection of strategy, systems, and execution. Additionally, this role will transform partner operations from a support function into a measurable growth lever.

This role will own the tools, technology, processes, and AI-driven workflows that enable our partner organization to scale efficiently. Success in this role is measured by the ability to grow partner-sourced and partner-influenced pipeline through operational rigor, intelligent automation, and the thoughtful embedding of AI across the partner lifecycle - from recruitment and onboarding to co-selling, deal registration, and joint go-to-market execution.

The ideal candidate location is based in central or east time zones.

Qualifications

• Experience in B2B SaaS.
• 5+ years of experience in a Sales or Alliance/Channel Operations role.
• 5+ years of experience working within a Channel Management environment, working with Global partners.
• 2+ years of experience in a direct management role.
• Demonstrated track record of scaling a partner ecosystem.
• Deep expertise with PRM platforms (e.g., PartnerCloud, PartnerStack, Crossbeam, Reveal) and Salesforce CRM, including partner community and partner data architecture.
• Hands-on experience designing, deploying, and managing partner-facing technology stacks and the integrations that connect them to broader GTM systems.
• Experience designing processes that scale - partner onboarding, deal registration, co-sell, MDF, and incentive program operations.
• Proficiency with Microsoft Office (Excel, PowerPoint).
• Proven success building effective, sustainable working relationships internally and with partners.

Requirements

• Design and execute the operational roadmap to scale the partner ecosystem across resellers, GSI’s (Accenture, PwC, Deloitte, etc), Regional SI’s, and technology alliances/hyperscalers (i.e. Microsoft).
• Partner with Alliances leadership and Revenue Insights to define KPIs, dashboards, and reporting cadences that drive accountability and visibility into ecosystem health.
• Partner with Alliances Program team to operationalize partner programs, GSI joint business plans, co-sell motions, marketplace go-to-market strategies and incentive models, ensuring scalability from day one.
• Identify and remove friction across the end-to-end partner journey - from joint account planning to delivery.
• Manage marketplace listing operations and transaction workflows for Microsoft Partner Center, including private offers and deal registration.
• Own the partner technology stack, including PRM, deal registration, MDF management, partner portals, ecosystem data platforms, and integrations with CRM (Salesforce), marketing automation, and BI tools.
• Lead vendor evaluation, selection, implementation, and continuous optimization of partner-facing and internal alliances systems.
• Work with Revenue Insights team to establish a single source of truth for partner data, including account mapping, partner contacts, joint pipeline, and co-sell touchpoints - ensuring data integrity, governance, and trusted reporting.
• Drive system integrations that eliminate manual handoffs and create seamless workflows/handoffs across partners, sales, marketing, and customer success.
• Architect scalable, repeatable processes for joint account planning, deal registration, co-sell motions, MDF management, and executive QBRs with strategic partners.
• Standardize workflows that accelerate enterprise deal velocity, improve forecast accuracy across long cycles, and increase partner-led pipeline contribution.
• Implement governance frameworks for channel conflict resolution, deal protection, and pipeline hygiene.
• Continuously measure, benchmark, and improve operational metrics.
• Embed AI and intelligent automation across the partner lifecycle to drive scale, forecast accuracy, and deal intelligence in complex enterprise motions.
• Deploy AI-powered solutions for partner scoring, account-partner mapping at scale, opportunity matching, pipeline forecasting, content personalization, and partner enablement.
• Partner with Revenue Insights team to build AI-driven insights that surface high-propensity co-sell opportunities, at-risk partners, and whitespace across partner ecosystem.
• Stay ahead of emerging AI capabilities and translate them into practical operational advantages for the Alliances function.
• Own the operational levers that maximize partner-sourced and partner-influenced pipeline as measurable contributions to company revenue.
• Influence attribution models, tracking mechanisms, and reporting that accurately credit partner contribution across the deal lifecycle.
• Partner with Sales and Marketing Operations to ensure partner motions are integrated into the broader GTM forecasting and pipeline review cadence.
• Develop programs and tooling that enable partners to drive joint pipeline at scale - account mapping, joint demand generation, executive alignment, and co-branded campaigns.
• Serve as the operational bridge between Alliances, Sales Ops, Revenue Operations, Marketing, Finance, Legal, and IT.
• Influence and align stakeholders across functions to deliver partner-impacting initiatives on time and at quality.
• Mentor and develop a high-performing operations team as the function scales.

Benefits

• Vision, Medical, Life, Dental, 401K
• Excellent Medical Plan
• Dental & Vision Insurance
• Life Insurance
• Short & Long-Term Disability
• Vacation Time
• Paid Holidays
• Professional Development
• Retirement Plan