Principal Alliance Manager

We’re seeking a senior level strategic, results oriented and relationship-driven Principal Alliance Manager to join our team. In this senior external role, you will translate the channel strategy established by leadership into actionable plans for the assigned VAR portfolio, owning partner recruitment, enablement, activation, and growth.

You will then be fully accountable to  contract, enable, and activate a specific set of VAR partnerships within the Microsoft, Sage, Netsuite and Acumatica ecosystems. You’ll serve as the primary point of contact for these tier 1 partners, coordinating cross-functional initiatives, sharing partner insight, and ensuring a seamless experience for joint customers. Success is achieved by developing opportunities, growing a solid pipeline that meets or exceeds our annual targets, and jointly closing deals with VAR partners.  This is a highly collaborative role that will span partnerships, sales, product management, finance, legal, and marketing.   

 The ideal candidate brings significant experience in SaaS solutions, embedded solutions, a proven senior and impactful network in the ERP ecosystem, and a proven track record of developing high-impact partner relationships that generate significant revenue for the lifetime of the customer.   This is a role that requires extensive senor level communications both internally and externally. 

What You’ll Do

• Continually refine the VAR Strategy for AVID by working senior leaders to continually enhance the VAR engagement and commercial models to be an industry standard.
• Develop and implement repeatable partner practices that improve the VAR model, resolve complex partnership challenges, and drive measurable improvements in partner performance.
• Lead complex cross-functional partner initiatives and provide guidance, coaching, and training to teammates on VAR partnership practices.
• Actively working with the Sr. Director of Partnerships and the VP of Channel Sales ,  own and refine  a specific VAR strategy within the assigned ecosystem.
• Within the assigned ecosystem, own partner-sourced pipeline targets and partner with Sales to convert opportunities into closed revenue, with clear accountability for the VAR portfolio’s contribution to revenue goals.
• Help develop and build an end to end VAR ecosystem model from recruit to enablement to closing deals and driving scale through the ecosystem.
• Develop, execute, and evolve Go-to-Market plans with partners, focusing on sales, marketing, solutions consulting, and leadership.
• Own the all up relationship with the partners complete with revenue/customer targets, executive engagements, business rhythm, and overall impact of the business
• Be accountable for sales pipeline and net new revenue generated through your VAR partnerships
• Own and lead regular communication with partner sales organizations, including sales meetings, pipeline reviews, and operational updates.
• Monitor and analyze partner performance using both qualitative and quantitative metrics, including referral activity, leads, win-loss data, marketing program effectiveness, and engagement.
• Serve as the “voice of the partner” internally, collaborating with product, marketing, sales, and post-sales teams to improve processes and customer experience.
• Identify partner key performance objectives and align them with AvidXchange’s business goals.
• Achieve proficiency in AvidXchange solutions and deliver presentations at events, tradeshows, webinars, and partner meetings.
• Support a collaborative team environment by sharing best practices and maintaining a positive, results-oriented mindset.
• Coordinate resolutions for joint customer issues and escalations to ensure a seamless customer experience.
• Set a new standard of excellence for maintaining CRM and the new Partner Portal – leverage the new partner portal to enable and active VAR account teams and sellers

What We’re Looking For

• A high impact senior Individual contributor with 10+ years of relevant experience in strategic partnerships, channel sales, or business development, with deep expertise in SaaS and ERP VAR ecosystems
• Ability to lead a cross functional team that supports and enables our VAR partnerships to be successful. 
• Senior level partner development leader that has a proven set of established VAR relationships at the senior (C suite level).
• Senior level thought leader who can work independently and help drive scale across the ERP portfolio of VARS.
• Proven success in developing and managing strategic partnerships with a strong track record of meeting and exceeding  revenue targets.
• Strong network of established senior contacts within the Microsoft, Netsuite, Sage and Acumatica  ecosystems, including VARs and key people in the Microsoft Channel partner ISV program.
• Experience contributing to and executing demand generation and marketing programs.
• Demonstrated ability to work cross-functionally on process improvement, issue resolution, and workflow optimization.
• Knowledge of finance operations for middle-market companies; Accounts Payable knowledge is a plus.
• Ability to manage multiple projects and tasks simultaneously while maintaining high attention to detail.
• Proven presentation skills for both in-person and virtual settings (Teams, WebEx, GoToMeeting).
• Curious, creative, and self-motivated with a bias toward action.
• Proficiency in Salesforce, Microsoft Office (Excel, PowerPoint), and virtual meeting tools (Teams, Zoom, WebEx).
• Willingness to travel up to 50% of the time.