Manager, Alliances

This hybrid opportunity can be based out of our downtown Toronto or Vancouver office

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

Why join Tipalti

Tipalti is the AI-powered platform for finance automation elevating how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency. Our platform provides a comprehensive suite of finance automation solutions designed for mid-market businesses across accounts payable global payouts procurement employee expenses corporate cards supplier management tax compliance and treasury. Tipalti partners with leading financial institutions such as Citi Wells Fargo J.P. Morgan and Visa enabling over 5000 global companies to efficiently and securely pay millions of suppliers and payees across 200 countries and territories in 120 currencies.

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 oers 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 Tbilisi and Medellin.

About the Opportunity

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 Tipaltis aggressive growth goals. This is a high-impact leadership role where youll 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 CFOs)
• Own the number for qualified referrals and revenue sourced from the partner community
• Accurately Forecasts & Meets or Exceeds Alliances 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 Alliances 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
• 5 Years in SaaS-based Technologies (preferred)
• 2 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 KPIsDemonstrated 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 Tipaltis 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 Alliances organization.
• Coaching adaptability. Able to adapt their style to suit each individual to effectively coach their team addition embody and coach the daily behavior of their Alliances 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

Our benefits package includes:

• Hybrid working model that requires you to be in office Monday Tuesday and Thursday
• Competitive salary and stock options
• Matching RRSP
• Extended benefits Employee Assistance Program life insurance AD&D LTD
• 3 weeks of paid vacation
• Free lunch on office days
• Fresh fruit snacks & drinks in office
• Phone/internet allowance
• Regular company-wide social events
• Multiple ERG groups celebrating our diversity and creating an inclusive culture

Tipaltis sales teams drive global growth for our best-in-class product. Whether you are an account executive sales development representative or solutions consultant youll 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.

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