Manager of Alliances, Tipalti
$190-225k
+ Stock options
More information about location
Payments & procurement automation
Be an early applicant
Payments & procurement automation
1001+ employees
Be an early applicant
$190-225k
+ Stock options
More information about location
1001+ employees
Company mission
To liberate and elevate finance teams so they can make true strategic impact, by automating and optimizing global finance operations while eliminating risk.
Role
Who you are
- It requires a depth of direct leadership experience, and will be carrying a team number, as the frontline sales manager of team of Alliance Managers (aligned to the GSI/GSI/Financial Consulting Firms space)
- Bachelor Degree or equivalent experience required
- 5+ Years in SaaS-based Technologies (preferred)
- 2+ years of direct (solid line) people management experience, with proven track record of success leading and mentoring teams
- Proven track record of managing complex partner relationships and delivering on revenue goals
- Strong proven success with driving a sales process flow and managing individuals to achieve targets by using KPI’s
- Demonstrated Leadership experience Sales or Alliances, managing different ecosystems
- A proven track record in scaling and growing a new and existing partner ecosystems
- Experience working in the ERP / accounting / financial management / financial ops domain and working with FinTech a plus
- Builder mindset, comfortable sharing ideas, trying new approaches and is focused on achieving team and company short and long term goals
- Excellent leader and coach
- Brings an existing network of relationships across target alliance partners
- Strong ability to drive execution of strategic initiatives and tactics
- Experience developing, negotiating and closing partner deals
- Ability to sell people and partners on the vision and mission of Tipalti and of our partner program - get them emotionally and economically invested in the relationship
- A track record of working in a fast-paced environment, setting your own demanding expectations, inspiring and supporting your teammates and exceeding those expectations
- Solid attention to detail
- Ability to understand and demonstrate Tipalti's products as well as to interact with product, marketing, sales, and operational teams and executives through a variety of channels
- Travel required on a monthly basis
- Growth Mindset: Able to set the foundations for longer term partner success
- Understands how to build bottoms up and top down
- Visionary: Able to see the landscape of all the opportunities in front of Tipalti and quickly decide where to spend time and build successful long term partnerships
- Partner Intuition: Able to dispense tactical partner and sales advice while adding value during partner meetings
- Able to share their practical knowledge gained from the experiences of participating in sales cycles and managing Alliances
- Leadership: Proven ability to devise the strategy by plotting the best course of action to maximize partnership return resulting in revenue
- Process orientation: Closely guide the team members through the Tipalti sales process
- Hiring Ability: The ability to hire quality talent will determine the success or failure of the Alliance’s organization
- Coaching adaptability: Demonstrated ability to adapt leadership style to suit each individual to effectively coach their team members
- In addition, embody and coach the daily behavior of their Alliance’s teams
- Holding the team accountable: Track record of success, holding team to a high level of accountability, based upon establishing an environment where team members continually seek to prove themselves, thereby driving higher overall performance and eliminating complacency
What the job involves
- We are building a world-class Alliances & Business Development organization and are looking for a Manager, Alliances who can help us achieve our goals
- We are looking for an experienced Alliance & Business Development professional to contribute to the program’s growth
- This role is not suitable for individual contributors
- The ideal candidate will be in tune with the key players in our ecosystem (such as partners who support ERP platforms like Intacct, NetSuite and QuickBooks) and have a passion for the financial technology space
- Through grit, attention to detail, focus, strategic thinking, analytical skills, and a can-do attitude, you will help build our Partner Program to support Tipalti’s aggressive growth goals
- This is a high-impact leadership role where you’ll shape the go-to-market strategy, strengthen strategic alliances, and drive revenue growth through partnerships
- Manage a team of Alliance Professionals with focus in Mid-Market Financial Services firms including RSM, CohnReznick, PWC and boutique Accounting Firms (fractional CFO’s)
- Own the number for qualified referrals and revenue sourced from the partner community
- Accurately Forecasts & Meets or Exceeds Alliance’s metrics
- Accountable for building out territorial plans and target list of partners to recruit
- Manages Territory Plans, Drives Partner Pipeline Activities, Account Reviews, & Ensures Team Keeps SFDC Up-to-Date
- Build senior-level relationships with partner executives to ensure alignment and long-term mutual value
- Owns hiring and all staffing demands of the team needed to build out and develop a world class Alliance’s Team organization
- Models & Coaches to Critical Sales Skills & Behaviors, Including Value-Based Selling
- Understands Partner Ecosystems, their Landscapes, Common Challenges & Pains of partners we work with
- Works Cross-functionally to align needed resources and supportive roles to assist in Pipeline Building and team development
- Uses Interaction with Reps (e.g. , Opportunity Reviews) as Development Opportunities
Our take
Digital finance innovations across the last decade have dramatically changed how financial operations are conducted, with businesses managing their payables workloads digitally. Despite such innovations, such workflows are still conducted manually, leading to time-consuming, repetitive, and inefficient workflows.
Tipalti provides a global payments, accounts payable, and purchase order automation platform, offering tools for each area to reduce manual workflows and optimize operations. The platform’s functionalities are designed to be flexible for the scaling of growing businesses, helping to optimize financial visibility, efficiency, and control without the need for business infrastructure changes.
Whilst individual platforms exist for global payments, accounts payable, and purchase order management, Tipalti has recognized that businesses do not want to juggle fragmented software solutions inefficiently. The company aims to free up financial departments’ time without compromising their software stack and workflows through its end-to-end payment automation solutions.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
-3% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
May 2023
$150m
GROWTH EQUITY VC
Dec 2021
$270m
SERIES F
Total funding: $766m
Company benefits
- A thriving team and business
- Career-building opportunities
- Politics-free culture
- Focused on success
- Great benefits
Company HQ
Town Center, Foster City, CA
Leadership
Chen Amit
(Founder & CEO)General Manager of ECI Telecom from 1998 to 2000. Experience as CEO of Atrica.
Salary benchmarks
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