Strategic Alliance Manager

About Middesk

Our goal is to make it easier for businesses to work together. Since 2018, we have been a leading disruptor in the business identity market. While consumer identity technology has seen significant modernization and digitization over the past decade, business identity and verification largely continues to be a manual process, specifically in the context of onboarding businesses to receive access to financial products and services. Our best-in-class business identity platform provides access to complete, up-to-date information that financial services institutions and fintechs need to make educated decisions about their customers and facilitate rapid onboarding and transacting. Our vision is that every company can instantly gain access to all the data, products, and services they need to establish and grow their business with ease. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.

 The Role

As the Strategic Alliance Manager at Middesk, you will play a crucial role in leading and growing our strategic alliances team. This position is critical in designing and executing comprehensive alliance strategies that drive mutual growth and success for Middesk and our partners. You will manage high-value relationships, ensuring satisfaction, retention, and collaborative growth.

In this role, you will have the opportunity to build and manage the strategic alliances program from the ground up, establishing best practices and performance metrics. You will work closely with cross-functional teams, including Go-To-Market, Product, and Operations, to drive product adoption and create synergies across the organization.

You will also be responsible for identifying and pursuing new business opportunities, negotiating partnerships, and closing deals that deliver significant value. As a subject matter expert in the industry and our product suite, you will provide effective solutions to partners’ needs and advocate for their product requests to ensure they are reflected in our future roadmap.

What You’ll Do:  

• Take ownership of the overall relationship, strategy, and growth of each strategic alliance in your portfolio, ensuring their satisfaction, retention, and mutual growth.

• Build and manage the strategic alliances program from scratch, establishing processes, best practices, and performance metrics.

• Work closely with partners to develop joint strategies that drive the adoption and usage of existing and new products.

• Drive product adoption and usage by collaborating closely with internal teams across Go-To-Market, Product, and Operations.

• Identify, pursue, negotiate, and close new business opportunities that will drive value for both parties.

• Cultivate new and strengthen existing relationships across all relevant functions and levels, ensuring a resilient partnership and creating champions within the partner organizations.

• Become a subject matter expert in the industry, partner use cases, and our product suite to provide effective solutions to partners’ needs and challenges.

• Understand and advocate for partners’ product needs and requests to our Product teams systematically to ensure they are incorporated into future product roadmaps.

• Support the development of new content and processes for the strategic alliances team.

What We’re Looking For:

• 6+ years of experience in Strategic Alliances, Partnership Management, or a similar role within B2B SaaS, with a track record of managing high-value, high-touch accounts.

• Banking experience is required.

• Ability to drive strategic conversations and plans with decision-makers and executives, and identify creative solutions to drive partners’ businesses forward.

• Proven ability to cultivate trust, build strategic relationships, and identify and develop new relationships across all relevant functions and levels of a partner’s organization.

• Strong commercial acumen and effective negotiation skills.

• Works seamlessly with internal stakeholders across Go-To-Market and Product teams.

• Effectively advocates for partner needs to Product teams to shape future product direction and development.

• Excellent communicator, capable of effectively engaging technical, operational, and executive audiences.

• Comfortable navigating ambiguity and effectively prioritizing work to maximize productivity.

• A go-getter at heart, keen to make an impact for your partners, team, and company, with the grit to push through challenges and ambiguity.