About this role
Director of Enterprise SI Partnerships at Avalara is responsible for growing strategic SI and accounting firm partnerships, driving joint GTM programs, and tracking ARR contribution and partner engagement.
Key Responsibilities
- Grow defined portfolio of strategic SI and accounting firm partnerships
- Lead regular business reviews with partners
- Develop executive and field-level relationships to increase engagement
- Execute annual and multi-year joint go-to-market plans
- Track performance metrics including ARR contribution, pipeline, and partner engagement
Technical Overview
Builds data-driven business cases, collaborates with Sales, Marketing, Product, and BD, and uses AI-minded approaches to streamline tasks and programs.
Ideal Candidate
The ideal candidate is a senior-level partnerships professional with 8+ years managing GSIs and enterprise partnerships, skilled at building executive relationships and delivering joint GTM programs powered by data and AI.
Must-Have Skills
8+ years of experience in public accountingenterprise technology partnershipschannel managementor strategy consultingExperience managing strategic partnerships with GSIsregional SIsor large accounting firmsExperience executing joint business plans that drive measurable revenue outcomesExperience influencing cross-functional stakeholders in a matrixed organizationExperience driving partner-sourced or partner-influenced revenue growthAn AI first mindset to streamline tasks and goals aligned to Avalara's overall technology and large enterprise focused mindset
Required Skills
relationship managemententerprise partnershipsgo-to-marketchannel managementexecutive engagementcross-functional collaborationdata-driven decision makingenablementbusiness case developmentjoint GTM planningARR growthpartner metricsAI mindset
Hard Skills
GSI partnershipschannel managementgo-to-marketdata-driven decision makingARRAnnual Recurring Revenueinfluenced revenueexecutive relationshipsmarketing enablementenablementjoint go-to-market plansproduct feedbackroadmapsAI first mindset
Soft Skills
Relationship managementStrategic thinkingCross-functional collaborationExecutive presenceCommunicationNegotiationMentorshipTeam leadershipProblem-solving
Keywords for Your Resume
Enterprise SI Partnerships DirectorGSIsglobal system integratorschannel managementgo-to-marketARRAnnual Recurring Revenueinfluenced revenuepartner enablementmarketing campaignscross-functionalexecutive relationshipsremotesales enablementproduct roadmaptax softwaresaastax automationstrategic partnershipsdata-driven decisionsAI first mindsetARR (Annual Recurring Revenue)joint go-to-marketenablementAI
Deal Breakers
Less than 8 years of partnerships experience, No experience with GSIs or large accounting firms
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