Alliance Partnerships Manager

The role

You will lead the go-to-market motion for existing ISV and App Marketplace partners to turn integrations into referral channels. You will also identify and onboard new high-fit ISV partners and enable internal and partner teams.

What you will do

• Own monetization and referral activation of existing ISV and App Marketplace partner portfolio
• Identify and prioritize new ISV partners that align with ideal customer profile
• Negotiate and execute commercial referral agreements with priority ISV partners
• Enable partner customer success, sales, and solutions teams through onboarding and training
• Educate internal sales facing teams on integration partners
• Generate Sales Qualified Opportunities from the ISV partner book of business
• Attend industry events and partner-facing events
• Run quarterly business reviews with top ISV partners
• Build and document a repeatable ISV channel playbook
• Collaborate with teammates managing ERP and VAR ecosystems

Required qualifications

• 3–5 years in a channel partnerships, alliances, or business development role
• Direct experience managing ISV or technology partner relationships
• Track record of activating existing partnerships
• Experience negotiating and executing commercial referral or co-sell agreements
• Experience running structured go-to-market motions with partners
• Proficiency with Salesforce
• Comfort using account mapping tools such as Crossbeam or comparable platforms
• Ability to travel approximately 25% of the time

Nice to have

• Experience working with ISVs, platforms, or software companies that serve the AP, AR, or Spend and Expense verticals
• Prior experience building a partner program or activation playbook in a new or underdeveloped ecosystem
• Existing relationships at ISV firms whose products complement financial operations workflows
• Proficiency using AI to automate operational tasks

Benefits

• Medical, dental, and vision insurance
• 401(k) retirement plan
• Flexible spending & health savings account
• Paid holidays
• Paid time off
• Life, long-term and short-term disability insurance
• Mental Wellbeing & Employee Assistance Program (EAP)
• 10 company holidays, 2 floating holidays and flexible time off
• Employee Stock Purchase Program with employee discounts
• Employee recognition and referral programs

Before you apply

• This position is not eligible for visa sponsorship
• Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future
• Candidate Integrity Policy prohibits the use of unapproved external assistance, including generative AI, during live interviews or assessments

About the company

BILL is a fintech company that builds tools to replace outdated financial processes and automate business operations. They are a remote-first company with office spaces in San Jose, CA and Draper, UT.