We are seeking a commercially focused, results-driven Senior Strategic Partnership Manager to lead and scale strategic relationships across the Human Capital Management (HCM) ecosystem. In this high-impact role, you will spearhead Emburse’s strategic alliances with market-leading HCM platforms—specifically UKG and Dayforce—generating measurable pipeline, revenue, and customer value through targeted joint go-to-market (GTM) motions.
The ideal candidate blends proven partnership development experience with a disciplined sales mindset. You know how to uncover commercial opportunities, build trust with executive stakeholders, align cross-functional teams, and convert partner engagement into tangible revenue outcomes.
If you enjoy connecting people, technology, and commercial opportunity—and have the sales discipline to turn strategic relationships into meaningful growth—we’d love to meet you.
**Please note we are unable to offer sponsorship now or in the future**
What You will Do
Own and grow strategic HCM partnerships, with a focus on UKG, Dayforce, and adjacent HCM providers.
Identify, prospect, qualify, and develop new partnership opportunities that expand Emburse’s market reach and revenue.
Build business cases and present partnership proposals that deliver value for Emburse, partners, and mutual customers.
Develop and execute joint go-to-market plans, including Reseller and co-selling motions, referral programs, integrated campaigns, events, and partner enablement.
Work closely with Sales to create partner-sourced and partner-influenced pipeline, support joint account planning, and help advance opportunities through the sales cycle.
Build trusted relationships with partner sales, alliances, product, marketing, and executive stakeholders.
Negotiate partnership terms and manage agreements to support sustainable, mutually beneficial growth.
Collaborate with Sales, Marketing, Product, Finance, and Legal to launch joint offerings and ensure operational alignment.
Track partnership performance, including pipeline, bookings, revenue, referrals, engagement, and return on investment.
Monitor HCM market trends, competitive activity, and partner priorities to refine strategy and uncover new growth opportunities.
What You will Bring
5+ years of demonstrated success in strategic alliances, partner management, channel sales, or enterprise business development within the B2B SaaS industry.
- Ability to travel - 30% travel required
Direct experience working for, with, or alongside UKG and/or Dayforce is strongly preferred (familiarity with their partner programs, sales motions, integration architectures, and customer base is highly valued).
Consistent history of delivering against revenue targets, driving qualified pipeline, and scaling successful co-sell or reseller programs.
Strong proficiency in value-based selling, territory planning, pipeline qualification, contract negotiation, and executive-level pitching.
Demonstrated ability to motivate and collaborate with internal direct sales reps and partner sales forces to co-sell and advance opportunities through the funnel.
Ability to translate complex software workflows, APIs, and product capabilities into clear, compelling joint value propositions for buyers and sellers alike.
Solid analytical capabilities to evaluate partnership health, track metrics in CRM/PRM systems (e.g., Salesforce, Crossbeam), and make data-backed decisions.
Bachelor’s degree in Business, Marketing, Communications, or a related field (or equivalent practical experience).
Skills Required
- 5+ years of demonstrated success in strategic alliances, partner management, channel sales, or enterprise business development within B2B SaaS
- Ability to travel 30%
- Direct experience working for, with, or alongside UKG and/or Dayforce
- History of delivering revenue targets, driving qualified pipeline, and scaling co-sell or reseller programs
- Proficiency in value-based selling, territory planning, pipeline qualification, contract negotiation, and executive-level pitching
- Ability to motivate and collaborate with internal sales representatives and partner sales forces
- Ability to translate software workflows, APIs, and product capabilities into joint value propositions
- Analytical ability to evaluate partnership health and track metrics in CRM/PRM systems such as Salesforce and Crossbeam
- Bachelor's degree in Business, Marketing, Communications, or related field, or equivalent practical experience
What We Do
Emburse humanizes work by empowering business travelers, finance professionals and CFOs to eliminate manual, time-consuming tasks so they can focus on what matters most. Emburse brings together some of the world’s most powerful and trusted expense and AP automation solutions, including Abacus, Captio, Certify, Chrome River, Nexonia and Tallie. The company’s innovative offerings, which are uniquely tailored for specific industries, company sizes, and geographies, are trusted by more than 4.5 million users in more than 120 countries. Over 14,000 customers, from start-ups to global enterprises, including Boot Barn, Grant Thornton, Telefónica, Lufthansa Systems, and Toyota rely on Emburse to make faster, smarter decisions, empower business travelers to recapture lost nights and weekends spent doing tedious expense management, and help make users’ lives -- and their businesses -- better.
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