What You'll Do The Director, Strategic Alliances will lead a dynamic team of Strategic Alliance Managers, focusing on driving referral and co-sell revenue from key enterprise software partners, including Oracle, SAP, and Workday. This role requires a visionary leader with a deep understanding of alliance management, a strong network within these partner ecosystems, and a track record of delivering measurable business outcomes. The Director will play a pivotal role in shaping the alliance strategy, fostering high-impact relationships, and enabling the company to achieve its revenue and growth objectives. What Your Responsibilities Will Be Leadership and Team Development: Lead, mentor, and inspire a team of Strategic Alliance Managers, fostering a high-performance culture. Set clear goals and KPIs for the team, ensuring alignment with overall company objectives. Provide coaching and professional development opportunities to enhance team skills and performance. Strategic Planning and Execution Develop and execute a comprehensive alliance strategy for Oracle, SAP, and Workday Identify and prioritize joint market opportunities, ensuring alignment with partner go-to-market (GTM) strategies. Collaborate with internal stakeholders (e.g. Sales, Marketing, Product, and Customer Experience) to maximize the impact of alliance activities. Relationship Management: Build and nurture executive-level relationships within Oracle, SAP, and Workday ecosystems. Act as a primary point of contact for partner leadership, ensuring alignment and mutual business value. Represent the company at partner events, conferences, and joint business reviews. Revenue Generation and Performance Monitoring: Drive referral and co-sell revenue targets through collaborative selling and joint solutions. Establish and maintain performance metrics, tracking progress against objectives and identifying areas for improvement. Analyze alliance-driven deal flow, pipeline, and revenue outcomes, providing regular reporting to senior leadership. Market Insights and Competitive Analysis: Stay informed about market trends, partner strategies, and competitive dynamics within the Oracle, SAP, and Workday ecosystems. Provide actionable insights to internal teams to inform product development, marketing campaigns, and sales strategies. What You'll Need to be Successful Bachelor's degree in Business, Marketing, or a related field (MBA preferred) 10+ years of experience in strategic alliances, business development, or partner management roles. Proven experience managing high-performing teams and delivering against revenue goals. Deep knowledge of Oracle, SAP, and Workday partner ecosystems, including their GTM models and co-sell practices. Exceptional interpersonal, negotiation, and communication skills. Strong analytical and problem-solving abilities, with a data-driven mindset. Ability to travel as needed to build and maintain partner relationships. Pay Range Details The base pay range(s) below are provided in compliance with state specific laws. Pay ranges may be different in other locations. Colorado $192,900 - $308,500 (annually) - 60/40 pay mix Washington $192,900 - $340,900 (annually) - 60/40 pay mix California $192,900 - $340,900 (annually) - 60/40 pay mix New York $213,100 - $340,900 (annually) - 60/40 pay mix The pay range above is the general base pay range for you in the state listed. Your actual salary/wage may be based on multiple factors, such as geographic location, candidate experience and qualifications, and market and business considerations. This role is eligible for an annual bonus based on personal and company performance, depending on the terms of the applicable plan and your role. How We'll Take Care of You Total Rewards In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. Health & Wellness Benefits vary by location but generally include private medical, life, and disability insurance. Inclusive culture and diversity Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship. Learn more about our benefits by region here: Avalara North America What You Need To Know About Avalara We’re Avalara. We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing nearly 40 billion customer API calls and over 5 million tax returns a year. Last year, we became a billion-dollar business, and our tribe expanded by a cool thousand people - there’s nearly 5,000 of us now. Our growth is real, and we’re not slowing down - not until we’ve achieved our mission - to be part of every transaction in the world. We’re bright, innovative and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. Ownership and achievement go hand in hand here. We instill passion in our people through the trust we place in them. We’ve been different from day one. Join us, and your career will be too. We’re An Equal Opportunity Employer Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.