B2B Partner Alliances Manager

Come join a company who is a key leader in the industry scaling the next core commerce infrastructure and on the path from $100M to $500M! Founded in 2012, the company helps brand manufacturers, distributors, and retailers in over 80 countries collaborate to win on the digital shelf. As the market leader globally, our products are shopper-centric, frictionless, and create memorable commerce experiences. Our products provide a competitive edge through experiences that improve brand trust, amplify product differentiation and assortments, increase conversion rate, improve profit margins, and speed time to market.

Learn how the world’s largest brands, including Mars, L'Oreal, Coca-Cola, Bosch, and GSK, as well as retailers and distributors such as E.Leclerc, Carrefour, Metro, and Intermarché use the company everyday to stand out on the digital shelf.

At the company, we strive to embody an equitable, diverse, and inclusive company culture. We are united across countries, levels, tenures, and a host of other dimensions of diversity. We understand that while work is just one aspect of who we are, a truly inclusive culture accounts for the full authenticity of every single human being that works here.

About the Opportunity

The company's value compounds when we sit naturally inside the tools and platforms our customers and prospects already use and trust. This role's job is to make that true, to make the company the natural center of the B2B Manufacturing and Distribution ecosystem rather than a standalone decision buyers have to be sold on separately.

Concretely, this role builds, manages, and nurtures the relationships and market presence that turn ecosystem reach into sourced and co-sell ARR. They won't answer every open question alone, they'll own pieces of it and work with the wider go-to-market team to drive the rest toward resolution, including: which SIs we need relationships with to support aggressive growth, how we build awareness with new ones, which ISVs are worth investing in and how we classify the depth of those relationships, and how we get full value out of partners who aren't already our most active ones.

What Success Looks Like

This is a senior level role, based in the United States, with regular travel to partner offices and industry events. Works in close partnership with Sales, Marketing, Product, Customer Success, and Industry Strategy. The person in this seat is judged on:

• The strength and reach of the relationships they hold - with SI and ISV leaders, with industry associations and buying groups, with analysts, and with partner-side sellers who choose to bring the company into their deals because they trust this person specifically.

• Partner-sourced and partner-influenced pipeline that those relationships convert into.

• How fast partner deals move relative to non-partner deals, because that speed is the proof the trust is real.

• Whether partners come back - repeat co-sell motions, not one-off wins.

• Market and category credibility - whether conversations with this person leave partners, prospects, and analysts understanding the Industrials PXM category better and understanding why the company sits at its center.

What You'll Own

Relationships and ecosystem development

• Build and personally hold senior relationships with strategic SI, ISV, and technology partners across the sector.

• Identify and recruit the partners we don't have yet, and make the case for why partnering with the company is worth their time. This takes real sales instinct, since you're selling the partnership itself before there's any pipeline to point to.

• Own the partner's experience of the company end to end: recruitment, onboarding, enablement, and the ongoing care that keeps a relationship warm between deals.

• Represent the company in the rooms that matter - on stage, on webinars, at partner HQs, at industry events, and social side of those events (the dinner, the hallway conversation).

Strategic ownership of the partner ecosystem for B2B Manufacturing and Distribution

• Help set the point of view on who we go after and why. The ICP and channel motion for this sector are still being proven out, so this isn't a role that executes someone else's fully-formed strategy, it's a role that helps write it, backed by evidence from the field.

• Build the partner classification framework (onboarding stage, integration depth, commercial terms) that lets us tell a strong partner from a merely-signed one.

• Pull in the right people to round out a partnership - Product or Services for integration depth, Partner Marketing for co-sponsorship, Sales for the account-level connections, Enablement to get the commercial team fluent in the partnership's value.

What You Bring

• A network you're bringing with you, not building from scratch. You should already be known - at least to some degree - among partners, prospects, analysts, and the industry associations or buying groups in this space. That's the single hardest thing to hire for and the thing this role most needs on day one.

• 5+ years in partner programs, alliance management, channel, or business development, ideally in SaaS, enterprise software, industry roles, or another technology ecosystem.

• Genuine comfort in front of a room - stage, webinar, or a partner's own office - and a willingness to travel for it.

• Some sales background, or sales instinct, since part of the job is selling partners on partnering with us.

• A track record of setting or shaping go-to-market strategy, not just executing a playbook someone else wrote.

• Strong program and stakeholder management across regions and functions.

• Comfort with ambiguity and test-and-learn.

• Working fluency with Salesforce, marketing automation, and reporting tools.

#LI-IA1 #LI-Remote

At the company, we maintain 3 core principles as part of our  Compensation Philosophy :

• We pay market rates, which are competitive and equitable

• We pay based on performance and proficiency, not tenure

• We adjust proactively; when the market moves, we do too

The posted compensation range reflects the base salary for this position. In addition to base salary, some eligible roles may also have a commission plan or a bonus incentive. All full-time employees are invited to participate in our Total Rewards plan, which includes health & medical benefits, flexible spending accounts, flexible PTO, and more. Offers to join the company are based on a few criteria, including the scope of the role, the candidate’s work experience, targeted skills, internal equity of the team, and external market data.

US National Pay Range

$104,550 — $123,000 USD

The company loves a good success story and it would be our privilege to help write yours! We recognize that talent and potential come in all forms and that years of experience does not guarantee on-the-job effectiveness or leadership potential. Our hiring process involves recognizing a person’s achievements, subject matter expertise, and passion, not just check marks next to a job description. If you have an interest in our roles please do not hesitate to apply - we would be happy to speak with you!

A member of Talent ' [link for members] ' will be reaching out about next steps if we would like to move forward.

The company’s mission is to empower brand manufacturers to win on the digital shelf.

Helping brand manufacturers to win online is what we do. Our culture is who we are. We are empowered. We are positive thinkers. We take action. We care deeply. These values have driven the company’s growth and earned the company numerous top workplace awards.

We are headquartered in Boston, Massachusetts and have hubs in Lisbon (Portugal) and Sydney (Australia). If you are excited to work in a fast-paced environment with a team that values agility, curiosity and passion, we want to hear from you!

As part of the hiring process, we may be conducting reference checks with your provided contacts.

Please see our  Candidate Privacy Statement for information on the personal data we process in connection with your application.

An Inclusive Place To Work

The company does not discriminate based on race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. Studies have found that people of color and women do not apply to jobs if they do not meet all the requirements. At the company we are committed to empowering a diverse workforce. We ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment.

Accommodations

The company is committed to an inclusive hiring process, and we aim to provide accommodations for persons with disabilities. If you need any accommodations for the application or throughout the interview process please contact [link for members] .

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Official Communication Channels

All legitimate communications from our team, including interview requests and job offers, will only come from an email address ending in [link for members]. We will never use generic email addresses (like Gmail or Yahoo) or ask you to communicate through unofficial channels.

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