Location This hybrid role can be based out of our Toronto, Vancouver, Plano, or Foster City office. Qualified candidates who reside outside of reach of Tipaltis North American office locations may be eligible for US-Remote or Canada-Remote consideration. Opportunity Overview We are building a world-class Alliances &amp; Business Development organization and are looking for a Manager, Alliances who can help us achieve our goals. We are looking for an experienced Alliance &amp; Business Development professional to contribute to the program’s growth.  This role is not suitable for individual contributors.  It requires a depth of direct leadership experience, and will be carrying a team number, as the frontline sales manager of team of Alliance Managers (aligned to the GSI/GSI/Financial Consulting Firms space). Why join Tipalti? Tipalti is the AI-powered platform for finance automation, elevating how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency. Our platform provides a comprehensive suite of finance automation solutions designed for mid-market businesses across accounts payable, global payouts, procurement, employee expenses, corporate cards, supplier management, tax compliance, and treasury. Tipalti partners with leading financial institutions such as Citi, Wells Fargo, J.P. Morgan, and Visa, enabling over 5,000 global companies to efficiently and securely pay millions of suppliers and payees across 200+ countries and territories, in 120 currencies. At Tipalti, we pride ourselves on our collaborative culture, the quality of our product and the capabilities of our people. Tipaltians are passionate about the work they do, and keen to get the job done. Tipalti oﬀers competitive benefits, a flexible workplace, career coaching, and an environment where diverse individuals can thrive and make an impact. Our culture ensures everyone checks their egos at the door and stands ready to reach for success together.  Founded in Israel in 2010, Tipalti is a global business headquartered in the San Francisco Bay Area (Foster City) with offices in Tel Aviv, Plano, Toronto, Vancouver, London, Amsterdam, Tbilisi and Medellin. About the Opportunity The ideal candidate will be in tune with the key players in our ecosystem (such as partners who support ERP platforms like Intacct, NetSuite and QuickBooks) and have a passion for the financial technology space. Through grit, attention to detail, focus, strategic thinking, analytical skills, and a can-do attitude, you will help build our Partner Program to support Tipalti’s aggressive growth goals.  This is a high-impact leadership role where you’ll shape the go-to-market strategy, strengthen strategic alliances, and drive revenue growth through partnerships. Responsibilities <ul> <li>Manage a team of Alliance Professionals with focus in Mid-Market Financial Services firms including RSM, CohnReznick, PWC and boutique Accounting Firms (fractional CFO’s)</li> <li>Own the number for qualified referrals and revenue sourced from the partner community </li> <li>Accurately Forecasts &amp; Meets or Exceeds Alliance’s metrics</li> <li>Accountable for building out territorial plans and target list of partners to recruit</li> <li>Manages Territory Plans, Drives Partner Pipeline Activities, Account Reviews, &amp; Ensures Team Keeps SFDC Up-to-Date</li> <li>Build senior-level relationships with partner executives to ensure alignment and long-term mutual value.</li> <li>Owns hiring and all staffing demands of the team needed to build out and develop a world class Alliance’s Team organization.</li> <li>Models &amp; Coaches to Critical Sales Skills &amp; Behaviors, Including Value-Based Selling</li> <li>Understands Partner Ecosystems, their Landscapes, Common Challenges &amp; Pains of partners we work with</li> <li>Works Cross-functionally to align needed resources and supportive roles to assist in Pipeline Building and team development</li> <li>Uses Interaction with Reps (e.g., Opportunity Reviews) as Development Opportunities</li> </ul> Requirements <ul> <li>Bachelor Degree or equivalent experience required</li> <li>5+ Years in SaaS-based Technologies (preferred)</li> <li>2+ years of direct (solid line) people management experience, with proven track record of success leading and mentoring partnership sales teams.</li> <li>Proven track record of managing complex partner relationships and delivering on revenue goals.</li> <li>Strong proven success with driving a sales process flow and managing individuals to achieve targets by using KPI’s</li> <li>Demonstrated Leadership experience Sales or Alliances, managing different ecosystems </li> <li>A proven track record in scaling and growing a new and existing partner ecosystems </li> <li>Experience working in the ERP / accounting / financial management / financial ops domain and working with FinTech a plus</li> <li>Builder mindset, comfortable sharing ideas, trying new approaches and is focused on achieving team and company short and long term goals </li> <li>Excellent leader and coach</li> <li>Brings an existing network of relationships across target alliance partners</li> <li>Strong ability to drive execution of strategic initiatives and tactics</li> <li>Experience developing, negotiating and closing partner deals </li> <li>Ability to sell people and partners on the vision and mission of Tipalti and of our partner program - get them emotionally and economically invested in the relationship</li> <li>A track record of working in a fast-paced environment, setting your own demanding expectations, inspiring and supporting your teammates and exceeding those expectations</li> <li>Solid attention to detail</li> <li>Ability to understand and demonstrate Tipaltis products as well as to interact with product, marketing, sales, and operational teams and executives through a variety of channels</li> <li>Travel required on a monthly basis</li> </ul> Competencies (Attributes Needed To Be Successful In This Role) <ul> <li>Growth Mindset: Able to set the foundations for longer term partner success. Understands how to build bottoms up and top down. </li> <li>Visionary: Able to see the landscape of all the opportunities in front of Tipalti and quickly decide where to spend time and build successful long term partnerships. </li> <li>Partner Intuition: Able to dispense tactical partner and sales advice while adding value during partner meetings. Able to share their practical knowledge gained from the experiences of participating in sales cycles and managing Alliances </li> <li>Leadership: Proven ability to devise the strategy by plotting the best course of action to maximize partnership return resulting in revenue </li> <li>Process orientation: Closely guide the team members through the Tipalti sales process </li> <li>Hiring Ability: The ability to hire quality talent will determine the success or failure of the Alliance’s organization.</li> <li>Coaching adaptability:  Demonstrated ability to adapt leadership style to suit each individual to effectively coach their team members. In addition, embody and coach the daily behavior of their Alliance’s teams.</li> <li>Holding the team accountable:  Track record of success, holding team to a high level of accountability, based upon establishing an environment where team members continually seek to prove themselves, thereby driving higher overall performance and eliminating complacency</li> </ul> Our benefits package includes: <ul> <li>Hybrid working model that requires you to be in office Monday, Tuesday, and Thursday</li> <li>Competitive salary and stock options</li> <li>Matching RRSP</li> <li>Extended benefits, Employee Assistance Program, life insurance, AD&amp;D, LTD</li> <li>3 weeks of paid vacation</li> <li>Free lunch on office days</li> <li>Fresh fruit, snacks &amp; drinks in office</li> <li>Phone/internet allowance </li> <li>Regular company-wide social events</li> <li>Multiple ERG groups celebrating our diversity and creating an inclusive culture</li> </ul> Anticipated Total Target Compensation for this role:  $190,000 - $225, 000 TTC.   Tipalti’s sales teams drive global growth for our best-in-class product. Whether you are an account executive, sales development representative, or solutions consultant, you’ll be joining a team of individuals who thrive within a fast-paced, metrics- and performance-driven sales organization. Our collaborative culture ensures that our sales teams work as one to deliver on common goals, whilst being provided with the resources to learn and grow via the Tipalti Academy. #LI-Hybrid      <div>Our Mission Our mission is to elevate how finance teams operate in the global economy. We empower our customers to scale faster and smarter by removing the complexities of doing global business and accelerating their finance operations efficiency. We are the AI-powered platform that automates finance. Tipalti is fueled by a commitment to our customers and a desire to build lasting connections. Our client portfolio includes high-velocity businesses such as Amazon Twitch, GoDaddy, Roku, WordPress.com, and ZipRecruiter. We work hard for our 99% customer retention rate which is built on trust, reliability and innovation. Tipalti means we handled it - a mission to which we are constantly committed. Accommodations Tipalti champions inclusive teams, in which every voice counts. We are committed to recruiting diverse candidates with varied personal experiences and abilities. We welcome applications from candidates belonging to historically underrepresented or disadvantaged groups, and maintain an equitable Talent Acquisition process that is free from discrimination. As an equal opportunities employer, Tipalti complies with employment and human rights laws across the various jurisdictions in which we operate. Should you require reasonable adjustments or accommodations during the recruitment process, including access to alternate formats of materials, meeting spaces, or other accommodations that could better enable your full participation, please reach out to <a href="mailto:hr@tipalti.com">hr@tipalti.com</a> for assistance. Privacy We are committed to protecting the privacy interests of job applicants and candidates. For more information about our privacy practices during our Talent Acquisition process, please refer to our Job Candidate Privacy Notice below: <a href="https://tipalti.com/privacy/job-candidate-privacy-notice/" target="_blank">Job Candidate Privacy Notice | Tipalti</a> www.tipalti.com/privacy/job-candidate-privacy-notice/    </div>

Tipalti

Manager of Alliances

Tipalti

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