B2B Partner Alliances Manager, Salsify
$104.5-123k
All Salsify employees receive equity in the form of stock options
More information about location
CommerceXM Platform
Open for applications
CommerceXM Platform
501-1000 employees
Open for applications
$104.5-123k
All Salsify employees receive equity in the form of stock options
More information about location
501-1000 employees
Company mission
To give brands the tools they need to succeed on the internet.
Role
Who you are
- A network you're bringing with you, not building from scratch. You should already be known - at least to some degree - among partners, prospects, analysts, and the industry associations or buying groups in this space. That's the single hardest thing to hire for and the thing this role most needs on day one
- 5+ years in partner programs, alliance management, channel, or business development, ideally in SaaS, enterprise software, industry roles, or another technology ecosystem
- Genuine comfort in front of a room - stage, webinar, or a partner's own office - and a willingness to travel for it
- Some sales background, or sales instinct, since part of the job is selling partners on partnering with us
- A track record of setting or shaping go-to-market strategy, not just executing a playbook someone else wrote
- Strong program and stakeholder management across regions and functions
- Comfort with ambiguity and test-and-learn
- Working fluency with Salesforce, marketing automation, and reporting tools
What the job involves
- Salsify's value compounds when we sit naturally inside the tools and platforms our customers and prospects already use and trust
- This role's job is to make that true, to make Salsify the natural center of the B2B Manufacturing and Distribution ecosystem rather than a standalone decision buyers have to be sold on separately
- Concretely, this role builds, manages, and nurtures the relationships and market presence that turn ecosystem reach into sourced and co-sell ARR
- They won't answer every open question alone, they'll own pieces of it and work with the wider go-to-market team to drive the rest toward resolution, including: which SIs we need relationships with to support aggressive growth, how we build awareness with new ones, which ISVs are worth investing in and how we classify the depth of those relationships, and how we get full value out of partners who aren't already our most active ones
- Relationships and ecosystem development:
- Build and personally hold senior relationships with strategic SI, ISV, and technology partners across the sector
- Identify and recruit the partners we don't have yet, and make the case for why partnering with Salsify is worth their time. This takes real sales instinct, since you're selling the partnership itself before there's any pipeline to point to
- Own the partner's experience of Salsify end to end: recruitment, onboarding, enablement, and the ongoing care that keeps a relationship warm between deals
- Represent Salsify in the rooms that matter - on stage, on webinars, at partner HQs, at industry events, and social side of those events (the dinner, the hallway conversation)
- Strategic ownership of the partner ecosystem for B2B Manufacturing and Distribution:
- Help set the point of view on who we go after and why. The ICP and channel motion for this sector are still being proven out, so this isn't a role that executes someone else's fully-formed strategy, it's a role that helps write it, backed by evidence from the field
- Build the partner classification framework (onboarding stage, integration depth, commercial terms) that lets us tell a strong partner from a merely-signed one
- Pull in the right people to round out a partnership - Product or Services for integration depth, Partner Marketing for co-sponsorship, Sales for the account-level connections, Enablement to get the commercial team fluent in the partnership's value
- What Success Looks Like:
- The person in this seat is judged on:
- The strength and reach of the relationships they hold - with SI and ISV leaders, with industry associations and buying groups, with analysts, and with partner-side sellers who choose to bring Salsify into their deals because they trust this person specifically
- Partner-sourced and partner-influenced pipeline that those relationships convert into
- How fast partner deals move relative to non-partner deals, because that speed is the proof the trust is real
- Whether partners come back - repeat co-sell motions, not one-off wins
- Market and category credibility - whether conversations with this person leave partners, prospects, and analysts understanding the Industrials PXM category better and understanding why Salsify sits at its center
Our take
Salsify provides eCommerce retailers with a single platform to keep tabs on inventory, and unify and enrich product content descriptions used at all points of sales. The company can also manage customers’ journeys through data analysis which can allow for more personalized, engaging messaging.
As the retail world shifts more towards eCommerce, brands have to give more consideration to the customer’s digital experience from first impression to purchase. This proves challenging as each route to sale differs from the next, which in turn creates the need for a stack like Salsify.
It’s not the only company of its kind, with the likes of Salesforce and Contently having products with similar functions, but Salsify is performing strongly and has an impressive set of customers on its books including Coca-Cola and Mars. Having raised substantial funding, the company reached unicorn status in 2022, with investment cited to enable Salsify to deliver on its vision to serve as the global system of record and work for digital commerce experiences.
Freddie
Company Specialist at Welcome to the Jungle
Insights
30% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Apr 2022
$200m
SERIES F
Sep 2020
$155m
SERIES E
Total funding: $452.6m
Company benefits
- Competitive Salary
- Equity
- 401 (k)
- Unlimited Vacation
- Full Benefits: Medical, Dental, and Vision Insurance
- Company provided Life Insurance and Short Term Disability as well as additional voluntary insurance elections
- FSA: Medical, Commuter, and Dependent Care
- HSA: Tax-advantaged Medical Savings Account
- 18 Week Paid Maternity & 10 Week Paid Parental Leave Program
- Referral Bonuses
Company HQ
Financial District, Boston, MA
Leadership
Jason Purcell
(Co-Founder & Board)They started their career at PTC, spending 4 years there before working at Endeca for 11 years. They left their General Manager tole to co-found Salsify in September 2012.
Rob Gonzalez
(Co-Founder)Previously Co Host of the Digital Shelf Institute, Core Member of Underscore.VC, Director of Product Management and Marketing at Cambridge Semantics and Senior Product Manager at Endeca.
Jeremy Redburn
(Co-Founder & Chief Data Officer)Previously Director of Product Management at Endeca, Software Developer at IBM and Web Developer at Audible.
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