Partnerships & Alliances Manager

Suralink, Inc. · United States · posted 689mo ago

marketing sales remote jobs in united states

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About this role

Suralink® is the agentic automation platform for accounting professionals and their clients, leading the global charge in AI-driven accounting technology. As the leading AI platform for accounting firms, Suralink serves more than 50% of the top 100 enterprise accounting firms in the United States and has over 800,000 users globally.

Our mission is to empower the people we serve to redefine the meaning of efficiency in the accounting technology industry. Our award-winning SaaS platform was built for CPA firms, providing a simple, secure way to manage audit, tax, and advisory engagements.

Recognized for growth, innovation, and culture, we foster a highly collaborative, remote-first environment where exceptional, motivated professionals can make a meaningful impact. If you're passionate about building relationships and driving growth at a fast-growing SaaS company, we'd love to talk with you

Who we are looking for:

Suralink is seeking a Partnerships & Alliances Manager to build and own our partner ecosystem, a strategic growth lever as we scale our reach across the accounting profession.

Reporting to the CRO, you will own the full partner motion end-to-end: standing up the program, recruiting and activating partners, and turning those relationships into measurable pipeline and revenue. You will anchor a newly launched co-sell partnership with a global leader in tax and accounting technology, along with several existing accounting-firm associations and networks You will also expand the ecosystem across additional global technology and integration partners, accounting-firm associations and networks, and referral and reseller relationships.

This is a builder role. You will define the strategy, do the hands-on work of joint account planning and co-sell execution, and put in place the program mechanics, enablement, and reporting that make partner-sourced revenue predictable and repeatable. Success requires someone who is equally comfortable setting strategy with a partner executive and rolling up their sleeves to run a joint account-mapping session.

Key Responsibilities:

Build and Own the Partner Strategy

Define Suralink’s partner strategy across co-sell, technology and integration, association and network, and referral and reseller motions
Segment and prioritize partners by revenue potential and strategic fit, and build the tiering, engagement model, and program structure to match
Establish the operating rhythm, from joint account planning to quarterly business reviews, that keeps partners accountable and aligned to shared goals

Drive Partner-Sourced Pipeline and Revenue

Own partner-sourced and partner-influenced pipeline and revenue as your primary measure of success
Anchor and scale our flagship co-sell partnership, working directly with partner sellers and Suralink Account Executives on joint account plans, deal registration, and opportunity progression
Build repeatable co-sell motions that connect partner reps and Suralink Account Executives on shared opportunities

Recruit and Activate New Partners

Identify, evaluate, and sign new partners that expand Suralink’s reach and strengthen the platform’s value in the accounting technology stack
Develop relationships with accounting-firm associations and networks to reach their members at scale
Negotiate partner contracts and terms and effectively onboard + active new partners to ensure program growth

Enable and Operationalize the Program

Build partner enablement, from co-branded content and joint value propositions to sales tools that help partners position and sell Suralink
Partner with Marketing on co-marketing plans, joint campaigns, and events that generate attributable partner pipeline
Stand up the program mechanics: partner agreements, deal registration, attribution tracking, and partner tooling

Collaborate Across the Business

Work with Product on integration and technology partnerships, aligning roadmap and joint solution value
Collaborate with Sales, Customer Success, and RevOps to route partner-sourced demand, ensure clean handoffs, and surface expansion opportunities
Lead commercial terms discussions with partners in coordination with Finance and Legal

Measure and Report

Define and track the KPIs that matter: partner-sourced and influenced pipeline, attributed revenue, partner-sourced ARR, and program ROI
Maintain clean attribution and reporting so partner contribution is visible and defensible
Report partner performance to the executive team and contribute to board-level updates on the partner motion

Experience and Professional Qualifications:

5-8+ years in partnerships, alliances, channel, or business development within B2B SaaS, with direct revenue accountability
2+ years of experience in the accounting industry
Proven track record of building partner-sourced and partner-influenced pipeline and revenue
Hands-on experience running co-sell motions with strategic or enterprise partners, including working directly with partner sellers on joint deals
Experience across more than one partner type (technology and integration, channel and reseller, or association, network, and referral)
Comfortable building a function from an early stage, creating the playbooks, program mechanics, and enablement without a fully formed playbook to inherit
Strong commercial acumen, including comfort structuring and negotiating partner agreements and economics
Ability to work remotely within the U.S. (Mountain, Central, or Eastern time zones preferred)

Additional Preferred Qualifications:

Familiarity with the accounting-firm ecosystem, including firm associations and networks and the surrounding technology stack
Experience with co-sell and marketplace mechanics and partner attribution in HubSpot

Competencies:

Builder who thrives with ambiguity and creates structure where none exists
Commercially minded and accountable to revenue, not activity
Relationship builder with the executive presence to earn trust with senior partner stakeholders
Data-driven and disciplined about attribution and reporting
Cross-functional orchestrator who aligns Sales, Marketing, Product, and Customer Success around shared partner goals
Strategic and operational in equal measure, able to set the plan and run the cadence that delivers it

At Suralink, our values guide everything we do:

Customer Obsessed: We seek to understand those we serve deeply and are committed to serving them better than anyone else.
Passionately Motivated: We care about what we do, which drives us to work hard, show grit, and go above and beyond to achieve great outcomes.
Constantly Improving: We are eager to learn and grow. Challenges are opportunities to innovate and enhance our solutions.
Team Focused: We know that our success is built together. We support one another and celebrate team achievements.
Highly Reliable: We demonstrate good judgment, honor our commitments, and are accountable for our results.