Senior Manager, Alliance OperationsLocation: Remote, USA
Employment Type: Full-Time
Benefits Offered: Vision, Medical, Life, Dental, 401K
Gross Annual Base Salary: USD 151,000 - 185,000
Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria.
SummaryThe 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.
Primary Duties and ResponsibilitiesPartner Ecosystem Scale & Strategy- 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.
Tools, Technology & Systems- 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.
Process Design & Operational Efficiency- 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.
AI Integration & Automation- 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.
Pipeline Growth: Sourced & Influenced- 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.
Cross-Functional Leadership- 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.
Required Education and Experience- 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.
Preferred Education and Experience- Bachelor's degree in a field such as Accounting, Business, Finance or equivalent work experience.
- Familiarity with ecosystem-led growth platforms and modern partner data exchange tools (Crossbeam, Reveal, etc.).
- Hands-on experience with generative AI tools and agentic workflows applied to GTM or partner operations.
- Experience supporting global partner programs across multiple regions and partner types.
Knowledge, Skills, and Abilities- Excellent written and oral communication skills, with strong ability to build and communicate business rationale.
- Highly organized and detail-oriented.
- Ability to work in a fast-paced, evolving environment.
- Ability to manage multiple tasks, projects, and responsibilities.
Supervisory Responsibilities- This position manages a team of Operations Specialists, delegating and balancing workloads, ensuring proper prioritization, and coaching and growing the skills of the team.
Travel- Ability and willingness to travel up to 15%.
