Senior Manager, Alliances

Why join Tipalti?

Tipalti is one of the world’s fastest-growing fintech companies. We free finance professionals to lead by modernizing the entire payables operation. We are a well-funded, late-stage start-up backed by high-profile investors. Our 2021 Series F funding round raised $270 million, valuing us at over $8.3 billion. With total funding of just over $550 million, and with more than 4000 global customers, Tipalti is one of the most valuable private fintech companies in the world.

At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together. 

Founded in Israel in 2010, Tipalti is a global business headquartered in the San Francisco Bay Area (Foster City) with offices in Tel Aviv, Plano, Toronto, Vancouver, London, Amsterdam and Tbilisi.

Opportunity Overview:  Senior Manager, Alliances 

We are building a world-class Alliances & Business Development organization and are looking for a team member who can help us achieve our goals. We are looking for an experienced Alliance & Business Development professional to contribute to the program’s growth. 

The ideal candidate will be in tune with the key players in our ecosystem (such as partners who support ERP platforms like Intacct, NetSuite and QuickBooks) and have a passion for the financial technology space. Through grit, attention to detail, focus, strategic thinking, analytical skills, and a can-do attitude, you will help build our Partner Program to support Tipalti’s aggressive growth goals.  This is a high-impact leadership role where you’ll shape the go-to-market strategy, strengthen strategic alliances, and drive revenue growth through partnerships.

Responsibilities

• Manage a team of Alliance Professionals with focus in Mid-Market Financial Services firms including RSM, CohnReznick, PWC and boutique Accounting Firms (fractional CFO’s)
• Own the number for qualified referrals and revenue sourced from the partner community 
• Accurately Forecasts & Meets or Exceeds Alliance’s metrics
• Accountable for building out territorial plans and target list of partners to recruit
• Manages Territory Plans, Drives Partner Pipeline Activities, Account Reviews, & Ensures Team Keeps SFDC Up-to-Date
• Build senior-level relationships with partner executives to ensure alignment and long-term mutual value.
• Owns hiring and all staffing demands of the team needed to build out and develop a world class Alliance’s Team organization.
• Models & Coaches to Critical Sales Skills & Behaviors, Including Value-Based Selling
• Understands Partner Ecosystems, their Landscapes, Common Challenges & Pains of partners we work with
• Works Cross-functionally to align needed resources and supportive roles to assist in Pipeline Building and team development
• Uses Interaction with Reps (e.g., Opportunity Reviews) as Development Opportunities

Requirements

• Bachelor Degree or equivalent experience required
• 7+ Years in B2B SaaS-based Technologies (required)
• 3+ years of direct (solid line) people management experience, with proven track record of success leading and mentoring teams.
• Proven track record of managing complex partner relationships and delivering on revenue goals.
• Strong proven success with driving a sales process flow and managing individuals to achieve targets by using KPI’s
• Demonstrated Leadership experience Sales or Alliances, managing different ecosystems 
• A proven track record in scaling and growing a new and existing partner ecosystems 
• Experience working in the ERP / accounting / financial management / financial ops domain and working with FinTech a plus
• Builder mindset, comfortable sharing ideas, trying new approaches and is focused on achieving team and company short and long term goals 
• Excellent leader and coach
• Brings an existing network of relationships across target alliance partners
• Strong ability to drive execution of strategic initiatives and tactics
• Experience developing, negotiating and closing partner deals 
• Ability to sell people and partners on the vision and mission of Tipalti and of our partner program - get them emotionally and economically invested in the relationship
• A track record of working in a fast-paced environment, setting your own demanding expectations, inspiring and supporting your teammates and exceeding those expectations
• Solid attention to detail
• Ability to understand and demonstrate Tipalti's products as well as to interact with product, marketing, sales, and operational teams and executives through a variety of channels
• Travel required on a monthly basis

Competencies (Attributes Needed To Be Successful In This Role)

• Growth Mindset: Able to set the foundations for longer term partner success. Understands how to build bottoms up and top down. 
• Visionary: Able to see the landscape of all the opportunities in front of Tipalti and quickly decide where to spend time and build successful long term partnerships. 
• Partner Intuition: Able to dispense tactical partner and sales advice while adding value during partner meetings. Able to share their practical knowledge gained from the experiences of participating in sales cycles and managing Alliances 
• Leadership: able to devise the strategy by plotting the best course of action to maximize partnership return resulting in revenue 
• Process orientation: Closely guide the team members through the Tipalti sales process 
• Hiring Ability: The ability to hire quality talent will determine the success or failure of the Alliance’s organization.
• Coaching adaptability. Able to adapt their style to suit each individual to effectively coach their team members. In addition, embody and coach the daily behavior of their Alliance’s teams.
• Holding the team accountable. Hold their team to a high level of accountability, based upon establishing an environment where team members continually seek to prove themselves, thereby driving higher overall performance and eliminating complacency

Tipalti’s sales teams drive global growth for our best-in-class product. Whether you are an account executive, sales development representative, or solutions consultant, you’ll be joining a team of individuals who thrive within a fast-paced, metrics- and performance-driven sales organization. Our collaborative culture ensures that our sales teams work as one to deliver on common goals, whilst being provided with the resources to learn and grow via the Tipalti Academy.

This is a hybrid opportunity, requiring 3x/week out of our downtown Vancouver office.  Anticipated base pay rate for this position is $150,000 - $182,000 CAD plus a target variable for an OTE of $215,000 - $260,000 CAD in total compensation.  

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