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Principal Alliance Manager
AvidXchange, Inc.. Refine AvidXchange’s VAR strategy and engagement and commercial models .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in developing and managing strategic partnerships within SaaS and ERP VAR ecosystems, with a strong focus on revenue generation and partner engagement. Proven ability to lead cross-functional initiatives and optimize workflows while maintaining high attention to detail.
Highest-signal resume keywords
Strategic Partnerships ManagementSaaS And ERP VAR EcosystemsRevenue Target AchievementCross-Functional Team LeadershipSalesforce Proficiency
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Channel SalesBusiness DevelopmentDemand GenerationMarketing Program ExecutionFinance Operations KnowledgeAccounts Payable KnowledgeProject ManagementKPI IdentificationPartner Performance MonitoringPresentation Skills
Soft Skills
CuriousCreativeSelf-MotivatedAttention To DetailBias Toward Action
Tools & Technologies
SalesforceMicrosoft OfficeExcelPowerPointTeamsZoomWebExPartner PortalCRM
Industry Keywords
VAR StrategyPartner EngagementC-Suite RelationshipsMicrosoft Channel PartnerNetSuiteSageAcumaticaMiddle-Market Companies
Tech Stack
Tools & technologiesERP
About the role
Key responsibilities & impact- Refine AvidXchange’s VAR strategy and engagement and commercial models
- Develop repeatable partner practices and resolve complex partnership challenges
- Lead cross-functional partner initiatives and coach and train teammates
- Own and refine VAR strategy within the assigned ecosystem
- Own partner-sourced pipeline targets and convert opportunities into closed revenue with Sales
- Build an end-to-end VAR ecosystem model from recruitment and enablement through deal closure and scale
- Develop and execute go-to-market plans with partners across sales, marketing, solutions consulting, and leadership
- Own partner relationships, revenue and customer targets, executive engagements, business rhythm, and overall business impact
- Lead communication with partner sales organizations through sales meetings, pipeline reviews, and operational updates
- Monitor partner performance using referral, lead, win-loss, marketing effectiveness, and engagement metrics
- Represent the partner internally and collaborate with product, marketing, sales, and post-sales teams
- Identify partner KPIs and align them with AvidXchange’s business goals
- Present AvidXchange solutions at events, tradeshows, webinars, and partner meetings
- Coordinate resolutions for joint customer issues and escalations
- Maintain CRM and the Partner Portal and use the portal to enable and activate VAR account teams and sellers
Requirements
What you’ll need- 10+ years of relevant experience in strategic partnerships, channel sales, or business development
- Deep expertise in SaaS and ERP VAR ecosystems
- Established senior-level VAR relationships, including C-suite contacts
- Proven success developing and managing strategic partnerships and meeting or exceeding revenue targets
- Strong network within Microsoft, NetSuite, Sage, and Acumatica ecosystems, including Microsoft Channel partner ISV contacts
- Experience contributing to and executing demand generation and marketing programs
- 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 with high attention to detail
- Proven presentation skills in in-person and virtual settings
- Proficiency in Salesforce, Microsoft Office (Excel, PowerPoint), and virtual meeting tools (Teams, Zoom, WebEx)
- Willingness to travel up to 50% of the time
- Ability to lead cross-functional teams and work independently
- Curious, creative, and self-motivated with a bias toward action
Benefits
Comp & perks- 18 days PTO
- 11 holidays (8 company-recognized and 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 with counseling services, legal and financial consultations, and health advocacy
- Onsite Health Clinic with Atrium Health for teammates and eligible dependents
- 401(k) match: 100% match on the first 3% of salary, plus 50% match on the next 2%
- 8 weeks of parental leave at 100% pay (full-time for at least 3 months)
- 8 weeks of eldercare leave at 100% pay (full-time for at least one year)
- 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
- Work/life balance and development programs