Alliances Manager

3 weeks ago

London, Greater London, United Kingdom Tipalti Full time

Unlock Your Potential as a Strategic Partnership Builder

Tipalti is a world-leading fintech company that's revolutionizing the way businesses manage their payables operations. As a Strategic Partnership Builder, you'll play a crucial role in launching our Payables Automation software into the Microsoft Ecosystem within the UK and Europe.

Based at our European HQ in London, you'll report to the Director of Alliances & Business Development EMEA. Your mission will be to establish Tipalti as a leading Accounts Payable automation solution within the BC, Navision, and linked ecosystems.

You'll leverage your professional networks and relationships with Microsoft Reseller Partners, Solution Partners, Consultants, and ISVs to recruit and enable Partners, create a sustainable pipeline of high-fit mid-market business opportunities, and work collaboratively with the sales organization to realize new business revenue.

We're looking for an experienced and agile partnership builder who understands the Microsoft Ecosystem and creates strong, lasting, and credible engagement. You'll have the autonomy to shape your activity and role in the way you want to, and you'll be supported by global and local Partner Enablement, Marketing, Sales, Product, and Leadership functions.

Responsibilities

  • Recruit Partners that can provide Tipalti with proactive access to high-fit mid-market new business opportunities for digitally transformative Accounts Payable, Expenses, and Purchase Order Management products.
  • Meet an individual quota for Partner-sourced qualified referrals through regular compelling enablement, including face-to-face meetings, sales team training/coaching, webinars, co-marketing strategies, thought leadership, content, and relationship building.
  • Achieve new business revenue bookings targets originating from Partner-sourced referrals.
  • Build and maintain long-term relationships within Alliance Partners, including Executive Sponsors, Partner/Alliance Managers, Marketing teams, Sales functions, and Re-sales/Technical Consultants.
  • Collaborate positively with Partner Enablement, Marketing, Sales, Solution Consultants, Operations, Product, Legal, and Compliance teams to align resources and deliver new and incremental revenue.
  • Effectively communicate with management and the wider team through high-quality Salesforce updates, emails, Slack, and other necessary media.

Requirements

  • 7+ years of SaaS and/or Alliances experience with ERP ecosystems, especially Business Central and Navision, through Direct, ISVs, and Reseller channels.
  • Demonstrable experience in scaling and growing a new and existing partnership ecosystem by developing, negotiating, and closing partner deals that consistently meet and exceed targets.
  • Good knowledge of accounting, financial ops, accounts payable functions, and a keen interest in AI and technology.
  • Builder mindset, comfortable sharing ideas, trying new approaches, and focused on achieving team and company short- and long-term goals.
  • Strong ability to drive execution of strategic initiatives and tactics.
  • Ability to sell people and partners on the vision and mission of Tipalti and of our partner program – get them emotionally and commercially invested in the relationship.
  • A track record of working in a fast-paced environment, setting and exceeding your own demanding expectations, inspiring and supporting your teammates.
  • Solid attention to detail.
  • Likeable, assertive, passionate, persuasive, positive, consultative, loves to compete, and win.

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