What You'll Do Drive strategic growth by building high-impact alliances with top partners like Oracle, SAP, and Workday, contributing directly to Avalara’s revenue goals and market leadership in tax compliance solutions. You'll be part of the Strategic Alliances team, working closely with Sales, Marketing, and Strategic Partner Managers to deliver measurable business outcomes. Shape Avalara’s partner ecosystem through collaboration and innovation, leveraging Avalara’s industry-leading technology and dynamic team culture to build strong, multi-level relationships and unlock new revenue streams—something uniquely possible within Avalara’s fast-growing and highly collaborative environment. Serve as a key liaison between strategic partners and Avalara’s internal sales teams, ensuring seamless communication, effective sales enablement, and mutual success, while reporting directly to the Manager, Enterprise Strategic Alliances. Lead with autonomy and influence in a role that offers the flexibility to craft business strategies, represent Avalara at major industry events, and drive operational excellence—benefiting from Avalara’s commitment to innovation, transparency, and growth in the ever-evolving tax technology landscape. What Your Responsibilities Will Be Develop and execute strategic partner business plans with key players like Oracle, SAP, and Workday, managing day-to-day communications, coordinating sales initiatives, and using tools like CRM platforms (e.g., Salesforce) to track pipeline, KPIs, and partnership performance. Build and maintain strong partner relationships across various levels, engaging in regular meetings, facilitating sales enablement sessions, and acting as a bridge between Avalara’s sales teams and partner representatives to drive joint success. Lead operational and sales activities, including organizing and participating in Quarterly Business Reviews (QBRs), managing budgets for field activities, and providing detailed status reports and forecasts to senior leadership using data dashboards and analytics tools. Represent Avalara at industry events and partner meetings, delivering presentations, conducting software demos, and collaborating with marketing and product teams to create sales collateral and go-to-market strategies, all while traveling frequently to meet with partners and stakeholders. What You'll Need to be Successful Proven ability to work independently and lead strategic initiatives without direct oversight, thriving in a self-sufficient role that requires proactive problem-solving, decision-making, and execution of complex partnership strategies. Extensive experience in managing high-value partner relationships within the enterprise software market, with a track record of influencing cross-functional teams rather than directly managing people. Previous experience coordinating 5-10 stakeholders across Sales, Marketing, and Product teams is essential. Deep familiarity with CRM platforms like Salesforce and sales enablement tools, leveraging data dashboards and analytics software to track KPIs, measure ROI, and optimize partner engagement strategies. Experience working with sales forecasting and deal pipeline management tools is a must. Proven ability to handle multiple complex projects simultaneously, typically managing 3-5 active business development initiatives, with deliverables on a monthly or quarterly cadence. Ability to work within tight deadlines and adapt quickly to evolving partner and market needs. Strong presentation and communication skills, regularly delivering strategic plans, QBRs, and sales enablement materials to senior leadership, partner executives, and internal stakeholders. Experience presenting to VP- and C-level audiences is required. A strong business and technical acumen, supported by relevant experience, with a background in enterprise software, strategic partnerships, and GTM strategies. A degree (Bachelor’s or MBA) is required plus a demonstrated track record of driving $5M+ in annual revenue through partnerships. How We'll Take Care of You Total Rewards In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. Health & Wellness Benefits vary by location but generally include private medical, life, and disability insurance. Inclusive culture and diversity Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship. Learn more about our benefits by region here: Avalara North America What You Need To Know About Avalara We’re Avalara. We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing nearly 40 billion customer API calls and over 5 million tax returns a year, and this year we became a billion-dollar business. Our growth is real, and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world. We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. Ownership and achievement go hand in hand here. We instill passion in our people through the trust we place in them. We’ve been different from day one. Join us, and your career will be too. We’re An Equal Opportunity Employer Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.