OverviewThe Alliance Manager is a core member of the Alliances team, responsible for generating qualified pipeline through strategic partners and orchestrating joint sales efforts across the full deal lifecycle.
This is a sales-focused role with a primary emphasis on partner-driven pipeline creation (approximately 65% of time). The role also supports deal progression, offer development, and maintains light oversight of implementation to ensure continuity and partner effectiveness.
You will work cross-functionally with Sales, Pre-Sales, and partners to drive joint account planning, create opportunities, and execute deals effectively. As the central coordination point between JAGGAER and its partner ecosystem, you will ensure alignment from initial pipeline generation through deal closure and into delivery follow-up.
Success Metrics:- Partner-sourced pipeline generation
- Activation and productivity of new partners
- Opportunity progression and conversion rates
Principal ResponsibilitiesKey ResponsibilitiesPipeline Generation & Partner Activation (~65%)- Build and expand pipeline through existing and new partners
- Lead joint account planning with Sales and partner teams
- Identify and prioritize target accounts for co-selling efforts
- Recruit and onboard new partners across referral, reseller, and co-sell models
- Drive partner engagement to ensure consistent opportunity creation
Deal Development & Offer Coordination (~20%)- Support development of joint solutions and commercial proposals
- Align Sales, Pre-Sales, and partners throughout the deal cycle
- Track and manage partner-influenced opportunities to maintain deal momentum
Implementation Oversight (~10%)- Maintain visibility into partner-led or partner-supported implementations
- Identify and escalate delivery risks or blockers
- Capture delivery insights to inform future sales opportunities
Partner & Internal Coordination (~5%)- Serve as the primary internal point of contact for partner-related activities
- Support ongoing partner communication and engagement
- Contribute to improving partner programs, processes, and collaboration models
Position RequirementsRequired Skills & Experience- Experience in SaaS, alliances, or sales roles within partner-driven go-to-market models
- Demonstrated ability to generate pipeline through partners or support partner-led sales
- Strong stakeholder management skills across internal teams and external partners
- Solid understanding of sales cycles, deal structuring, and opportunity management
- Highly organized, with the ability to manage multiple concurrent opportunities
- Effective communicator with strong coordination and follow-through skills
- Proactive, execution-oriented mindset with attention to detail
- Ability to operate effectively in a fast-paced, matrixed environment
- Commercially driven, with a focus on measurable business outcomes
- Experience working with partner ecosystems (resellers, system integrators, referral partners) preferred
