Alliances Manager, CaptivateIQ

• 5–8 years of experience in Alliances, Channel Sales, or Partnerships within the B2B SaaS space
• Demonstrated track record of owning or materially contributing to a revenue target tied to partners (sourced/influenced pipeline, bookings, or attach rates)
• Hands‑on experience working with B2B sales segments (SMB, Mid‑market, or Enterprise); you understand their specific sales cycles and how partners add value there
• Comfortable being in the field and in the deals —you can join customer calls, frame partner value, and navigate commercial conversations with both sales and partners
• Deep understanding of deal mechanics, qualification, and forecasting. You know how to unblock a cycle without overcomplicating it
• Ability to earn trust with partner leaders and internal stakeholders (Sales, CX, Marketing, Product, and RevOps) without direct authority; you are a builder and an operator
• Highly organized with experience using Salesforce to manage partner activities, pipeline, and attribution
• Proven ability to thrive in a scaling environment. Ideally, you have experience building structure where none exists—specifically in scaling early-stage partner motions by creating repeatable co-sell plays, deal registration processes, or tiering frameworks
• Periodic travel for partner meetings, joint events, and internal planning (estimate ~20–25%)

Desirable

• We are hiring an Alliance Manager to serve as a strategic bridge between our go-to-market segments and a focused portfolio of regional SIs and boutique firms
• Working closely with the Director of Alliances and sales leadership, you will move beyond high-level program management to drive deep, deal-level integration
• Your mission is to make partner engagement a natural, predictable part of how we sell and deliver
• You are a field-facing operator who orchestrates complex co-sell motions, ensuring sales teams instinctively lean on partners for territory coverage and pipeline expansion
• Ultimately, you will define the standard of excellence, ensuring our partners are a primary driver of our capacity to win and scale in the market
• Strategic Portfolio Ownership: Build and execute growth plans for segment-aligned partners (Regional SIs and boutiques), mapping them directly to target accounts and sales territories
• The Partner Matrix: Maintain a real-time matrix of partner capacity, regional presence, and solution focus to ensure the right partner is inserted into the right deal at the optimal moment
• Pipeline Generation: Drive partner-sourced and influenced pipeline through joint prospecting, integrated campaigns, and structured opportunity identification
• Co-Sell Orchestration: Run regular pipeline reviews with AEs, join customer calls, and advise reps on deal strategy and partner positioning
• Enablement & Readiness: Translate product updates into segment-specific value propositions and sales plays for partner sellers and consultants
• Cross-Functional Liaison: Act as the connective tissue between Partners, Sales, RevOps, and Marketing to embed partner-first motions into territory plans
• Operational Governance: Ensure accurate CRM attribution and track key metrics (win rates, attach rates, SQOs) to provide predictability to the segment forecast
• Ecosystem Optimization: Identify coverage gaps, propose new recruitment, and coach high-potential boutiques into repeatable, segment-ready practices