Partner Alliance Manager, Twilio
$87.5-121.4k
Eligible for commissions. Compensation is applicable to CA, CO, DC, HI, IL, MD, MA, MN, NJ, NY, VT, WA based candidates only, is partially dependent on location and may vary on further locations
More information about location
Cloud communications software
Be an early applicant
Cloud communications software
1001+ employees
Be an early applicant
$87.5-121.4k
Eligible for commissions. Compensation is applicable to CA, CO, DC, HI, IL, MD, MA, MN, NJ, NY, VT, WA based candidates only, is partially dependent on location and may vary on further locations
More information about location
1001+ employees
Company mission
To enable innovators across every industry - from emerging leaders to the world’s largest organisations - to reinvent how companies engage with their customers.
Role
Who you are
- 3-5 years of experience in partner management, strategic partnerships, business development, or management consulting
- Proven track record of exceeding revenue targets and driving measurable business outcomes through partner ecosystems
- Experience managing complex technology partnerships—ideally in Customer Data Platforms (CDPs), martech platforms (e.g., Adobe, Salesforce, SAP, Oracle), or adjacent SaaS environments
- Demonstrated success in building and scaling strategic partner programs that deliver long-term revenue growth and customer impact
- Strong analytical and data-driven approach; able to make decisions based on insights and continuously optimize partner performance
- Deep domain expertise in advertising, data infrastructure, and/or marketing technology
- Familiarity with complex solution selling processes; skilled at building consensus and executive-level relationships
- Excellent cross-functional collaboration skills; comfortable navigating ambiguity in a fast-paced, high-growth environment
- Self-starter with strong organizational skills and a bias for action
- BA/BS degree required
Desirable
- MBA is a plus but not required
- Excellent written and verbal communication skills with strong executive presence
- Proven ability to influence and build trusted relationships across all levels of an organization, both internally and externally
- Experience working with Databricks, Snowflake or similar data warehouse solutions as a strategic partner
- Familiarity with API-first, developer-centric platforms and modern data stack technologies
- Understanding of CPaaS, CCaaS, CDP, or marketing automation tools and how they fit into enterprise technology ecosystems
- Experience in high-growth, fast-paced SaaS environments with demonstrated adaptability and resourcefulness
- High energy, collaborative mindset, and a willingness to travel as needed to support partner engagement and field activities
What the job involves
- Join the team as Twilio’s next Associate Partner Alliance Manager, NAMER
- Reporting to the Global Head of Channel & Alliances, this role is responsible for deepening and scaling strategic relationships with Twilio Segment’s key data warehouse partners (Snowflake and Databricks) and top AdTech partners (Google, LinkedIn, Meta, and Snapchat)
- You will lead joint business planning and drive execution across cross-functional teams to deliver partner-sourced and partner-influenced revenue
- This includes activating sell-to, sell-with, and sell-through motions that generate measurable impact
- Your primary focus will be on our data warehouse partners—building field-level alignment, increasing awareness of Twilio Segment’s Customer Data Platform (CDP), and driving co-selling opportunities
- On the AdTech side, you’ll manage relationships and collaborate closely with internal stakeholders (e.g. , Customer Success, Marketing, and Sales) to accelerate adoption of key integrations like CAPI, which directly contribute to Twilio’s revenue through incentive-based programs
- You’ll work closely with partner marketing to craft and execute joint demand generation strategies that deliver ROI and drive visibility for Twilio in the broader ecosystem
- Develop, refine, and execute the regional partner strategy to support Twilio Segment’s growth across the data and advertising technology ecosystems
- Own strategic relationships with key data warehouse partners (Snowflake, Databricks), driving partner-sourced and influenced revenue through field alignment and enablement
- Manage advertising tech partners (Google, LinkedIn, Meta, Snap), ensuring strong partner engagement and supporting CAPI integrations that generate measurable customer and revenue impact
- Define and execute joint business plans and go-to-market motions with partners, including enablement, lead sharing, marketing, and pipeline development
- Conduct territory and opportunity planning with Segment sellers and partner teams to identify and prioritize high-impact initiatives
- Drive adoption of strategic partner integrations—especially AdTech CAPI offerings—by working cross-functionally with customer success managers, partner engineers, and field teams
- Support and track performance of co-sell and sell-with motions, ensuring accurate attribution of partner-influenced revenue and incentive-based activity
- Build and manage a partner-sourced and influenced pipeline, and report against performance targets including customer adoption metrics, revenue contribution, and integration usage
- Educate and activate partner field teams on Twilio Segment’s Customer Data Platform (CDP), with a focus on value proposition, integration use cases, and market differentiation
- Lead internal enablement efforts, ensuring Twilio CSMs and field teams understand how to leverage partners to drive customer success and revenue
- Collaborate with Marketing to develop and execute joint campaigns, secure MDF funding, and drive demand generation activities
- Build strong relationships across internal functions—Sales, Marketing, Product, Services, and Partner Operations—to align on strategy and execution
- Lead quarterly business reviews (QBRs), executive alignment meetings, and regular performance check-ins with partners
- Coordinate with Product and Partner Engineering to influence roadmap prioritization for key integration use cases and co-developed solutions
- Support onboarding of new partners aligned to strategic gaps and whitespace opportunities in the ecosystem
Application process
- Applications for this role are intended to be accepted until August 15, 2025, but may change based on business needs
Our take
Traditionally, it has been difficult for businesses to establish communications systems in-house. Twilio was founded from frustration with this expensive and cumbersome process, providing easy-to-use APIs to let businesses send and receive telephone and text communications.
From these beginnings, the company has expanded through acquisitions and product development to provide a suite of services around market data and customer engagement. It is now a market leader in this space, and has developed a customer base of more than 150,000 businesses including enterprise brands such as Deliveroo, Duolingo and Toyota.
With that said, aggressive expansion and lack of maturity in some of its products has impacted the company's efficiency, and like many of its peers it has been forced to restructure heavily to remain competitive. Coming out of this restructuring, the company will focus on profitability, streamlining decision making and R&D to put itself in good stead for future success.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
35% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Jul 2015
$130m
SERIES E
Jun 2013
$70m
SERIES D
Total funding: $250.7m
Company benefits
- Generous annual time off in all countries
- Comprehensive health programs
- Programs to help our employees plan for their retirement needs
- Generous maternity, paternity, and adoption leaves, as well as family medical care leave
- Build and present a Twilio app to earn your Twilio track jacket and receive $30 per month for e-books for continued learning and education
- Variety of snacks, drinks, and catered meals in each of our locations
- Work from home opportunities
Company HQ
Financial District, San Francisco, CA
Leadership
Khozema Shipchandler
(CEO, not founder)Has been at the company since 2018, beginning as CFO then working as COO, President of Communications then CEO. Prior to this, spent 20 years at GE, ultimately as CCO of GE Digital.
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