[Hiring] Principal Alliance Manager @AvidXchange

Role Description

We’re seeking a senior level strategic, results oriented and relationship-driven Principal Alliance Manager to join our team. In this senior external role, you will translate the channel strategy established by leadership into actionable plans for the assigned VAR portfolio, owning partner recruitment, enablement, activation, and growth.

You will then be fully accountable to contract, enable, and activate a specific set of VAR partnerships within the Microsoft, Sage, Netsuite and Acumatica ecosystems. You’ll serve as the primary point of contact for these tier 1 partners, coordinating cross-functional initiatives, sharing partner insight, and ensuring a seamless experience for joint customers. Success is achieved by developing opportunities, growing a solid pipeline that meets or exceeds our annual targets, and jointly closing deals with VAR partners. This is a highly collaborative role that will span partnerships, sales, product management, finance, legal, and marketing.

The ideal candidate brings significant experience in SaaS solutions, embedded solutions, a proven senior and impactful network in the ERP ecosystem, and a proven track record of developing high-impact partner relationships that generate significant revenue for the lifetime of the customer. This is a role that requires extensive senior level communications both internally and externally.

What You’ll Do

• Continually refine the VAR Strategy for AVID by working with senior leaders to enhance the VAR engagement and commercial models.
• Develop and implement repeatable partner practices that improve the VAR model, resolve complex partnership challenges, and drive measurable improvements in partner performance.
• Lead complex cross-functional partner initiatives and provide guidance, coaching, and training to teammates on VAR partnership practices.
• Own and refine a specific VAR strategy within the assigned ecosystem.
• Own partner-sourced pipeline targets and partner with Sales to convert opportunities into closed revenue.
• Help develop and build an end-to-end VAR ecosystem model from recruit to enablement to closing deals.
• Develop, execute, and evolve Go-to-Market plans with partners, focusing on sales, marketing, solutions consulting, and leadership.
• Own the relationship with the partners, including revenue/customer targets and overall impact of the business.
• Be accountable for sales pipeline and net new revenue generated through VAR partnerships.
• Lead regular communication with partner sales organizations, including sales meetings and pipeline reviews.
• Monitor and analyze partner performance using qualitative and quantitative metrics.
• Serve as the “voice of the partner” internally, collaborating with product, marketing, sales, and post-sales teams.
• Identify partner key performance objectives and align them with AvidXchange’s business goals.
• Achieve proficiency in AvidXchange solutions and deliver presentations at events, tradeshows, webinars, and partner meetings.
• Support a collaborative team environment by sharing best practices and maintaining a positive mindset.
• Coordinate resolutions for joint customer issues and escalations.
• Set a new standard of excellence for maintaining CRM and the new Partner Portal.

Qualifications

• A high impact senior individual contributor with 10+ years of relevant experience in strategic partnerships, channel sales, or business development.
• Ability to lead a cross-functional team that supports and enables VAR partnerships.
• Senior level partner development leader with established VAR relationships at the senior (C suite) level.
• Senior level thought leader who can work independently and help drive scale across the ERP portfolio of VARs.
• Proven success in developing and managing strategic partnerships with a strong track record of meeting and exceeding revenue targets.
• Strong network of established senior contacts within the Microsoft, Netsuite, Sage, and Acumatica ecosystems.
• Experience contributing to and executing demand generation and marketing programs.
• Demonstrated ability to work cross-functionally on process improvement, issue resolution, and workflow optimization.
• Knowledge of finance operations for middle-market companies; Accounts Payable knowledge is a plus.
• Ability to manage multiple projects and tasks simultaneously while maintaining high attention to detail.
• Proven presentation skills for both in-person and virtual settings.
• Curious, creative, and self-motivated with a bias toward action.
• Proficiency in Salesforce, Microsoft Office, and virtual meeting tools.
• Willingness to travel up to 50% of the time.

Benefits

• 18 days PTO*
• 11 Holidays (8 company recognized & 3 floating holidays)
• 16 hours per year of paid Volunteer Time Off (VTO)
• Competitive Healthcare
• High Deductible Health Plan Option with $0 monthly premium for teammate-only coverage
• Dental Base Plan Coverage
• 100% AvidXchange paid Life Insurance
• 100% AvidXchange paid Long-Term Disability
• 100% AvidXchange paid Short-Term Disability
• Employee Assistance Program (EAP)
• Onsite Health Clinic with Atrium Health
• 401(k) Match: 100% match on the first 3% of your salary, plus 50% match on the next 2%
• Parental Leave: 8 weeks 100% paid by AvidXchange**
• Eldercare Leave: 8 weeks at 100% pay to care for a qualifying family member***
• Discounts on Pet, Home, and Auto insurance
• Onsite gym fitness center, yoga studio, and basketball court
• Gym reimbursements for remote teammates up to $28/month
• Tuition Reimbursement up to the federal maximum of $5,250***
• Hybrid Workplace Flexibility
• Free parking

Company Description

AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle-market businesses and their suppliers. By trade, we are a technology company, but our people are at the core of who we are. At AvidXchange, mindset is everything. We are connected as people, growth-minded, and customer obsessed. These three mindsets represent our culture and guide us to improve every day. Since our founding in 2000 in Charlotte, NC, we’ve created a company of over 1,300 teammates working across the U.S., or remotely. AvidXchange is proud to be Certified™ as a Great Place to Work®.