Strategic Alliance Manager - DACH Region

What You’ll Do The mission of the Strategic Alliances team is to create long-term, multi-dimensional partnerships that drive mutual revenue to Avalara and our partners, ensuring client success. The Strategic Alliance Manager - DACH is responsible for identifying, analysing, signing, and managing partnerships across the DACH region (Germany, Austria, and Switzerland) that will help Avalara achieve its growth objectives and generate new client value. This position forms deep relationships with external partners at all levels of their organisation, acts as the primary point of contact for those partnerships, and serves as the bridge between DACH-based partners and Avalara's Sales, Marketing, and wider business units. The primary focus of this role is on SAP System Integrators and their surrounding ecosystem, including implementation partners, consulting firms, and adjacent technology providers operating in the DACH market. The role is not limited to SAP, and the right candidate will bring the commercial curiosity and network to identify and develop high-value partnerships wherever the opportunity exists. Success in this role is measured by the quality and volume of partner-sourced pipeline generated across DACH. This is not a direct sales role: the Alliance Manager's responsibility is to build the partner relationships and ecosystem activity that surface and qualify new opportunities, which are then handed off to Avalara's sales teams to progress and close. The ability to work closely and productively with sales colleagues is therefore as important as the ability to manage partner relationships. This is a remote role based in the UK, with frequent travel across the DACH region and regular travel to Avalara offices and partner events across EMEA. What Your Responsibilities Will Be Own the DACH partner ecosystem: recruit, develop, and manage partnerships across the region with a primary focus on SAP System Integrators, underpinned by a structured territory plan that identifies the highest-value opportunities and a clear approach to engagement and pipeline generation Build trusted relationships at all levels of partner organisations, from delivery and sales teams through to senior leadership and C-Suite contacts, creating executive alignment on shared goals, joint initiatives, and commercial commitments Enable and activate partner teams: train and develop partners on transaction tax, Avalara's product portfolio, and the DACH compliance landscape, then convert that knowledge into qualified, partner-sourced pipeline that is handed off to Avalara's sales teams Work closely and continuously with Avalara's DACH and EMEA sales teams to ensure referrals flow efficiently, attribution is accurate, and partners receive timely updates on opportunity progress and outcomes Lead joint business planning and conduct Quarterly Business Reviews with key partners, setting shared revenue targets, agreeing co-marketing activity, and tracking performance against plan Plan and execute co-marketing activity across DACH with support from Partner Marketing, including events, webinars, co-branded campaigns, and thought leadership that drives engagement and referral volume Use tools to maintain data accuracy, analyse partner and pipeline performance, inform forecasting, and drive day-to-day efficiency across the role Provide market intelligence on DACH-specific dynamics, competitor activity, and commercial trends, and manage partner enquiries relating to sales, product, and commissions What You'll Need to be Successful Degree-level education or equivalent professional experience Fluent in German and English to a professional business standard; this is a firm requirement for the role Demonstrable success in partner, channel, or alliance management in the technology sector, with a strong track record in the DACH market; direct experience within the SAP ecosystem (SIs, consultancies, or ISV partners) is strongly preferred Proven ability to build relationships that generate qualified pipeline and measurable commercial outcomes, with the commercial instinct and presence to engage effectively at C-Suite level on both sides of a partnership Self-starting and entrepreneurial, with the confidence to take full ownership of a territory, set priorities independently, and contribute actively to co-marketing programmes Culturally fluent in DACH business environments, with an understanding of the relationship dynamics, communication styles, and professional norms that underpin trust in German-speaking markets Proficient with Salesforce and the Microsoft Office Suite; comfortable using AI tools to enhance productivity and partner communications; Slack, Power BI, & Crossbeam experience a plus Collaborative, curious, and accountable, with the humility to listen, the urgency to act, and the adaptability to thrive in a fast-moving, cross-functional organisation Additional European languages are an advantage Avalara is an AI-first Company AI is embedded in our workflows, decision-making, and products. Success here requires embracing AI as an essential capability. You’ll bring experience using AI and AI-related technologies, ready to thrive here. You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers. You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too. How We'll Take Care of You Total Rewards In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. Health & Wellness Benefits vary by location but generally include private medical, life, and disability insurance. Inclusive culture and diversity Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship. What You Need To Know About Avalara We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world. We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too. We’re An Equal Opportunity Employer Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know. Own the DACH partner ecosystem: recruit, develop, and manage partnerships across the region with a primary focus on SAP System Integrators, underpinned by a structured territory plan that identifies the highest-value opportunities and a clear approach to engagement and pipeline generation Build trusted relationships at all levels of partner organisations, from delivery and sales teams through to senior leadership and C-Suite contacts, creating executive alignment on shared goals, joint initiatives, and commercial commitments Enable and activate partner teams: train and develop partners on transaction tax, Avalara's product portfolio, and the DACH compliance landscape, then convert that knowledge into qualified, partner-sourced pipeline that is handed off to Avalara's sales teams Work closely and continuously with Avalara's DACH and EMEA sales teams to ensure referrals flow efficiently, attribution is accurate, and partners receive timely updates on opportunity progress and outcomes Lead joint business planning and conduct Quarterly Business Reviews with key partners, setting shared revenue targets, agreeing co-marketing activity, and tracking performance against plan Plan and execute co-marketing activity across DACH with support from Partner Marketing, including events, webinars, co-branded campaigns, and thought leadership that drives engagement and referral volume Use tools to maintain data accuracy, analyse partner and pipeline performance, inform forecasting, and drive day-to-day efficiency across the role Provide market intelligence on DACH-specific dynamics, competitor activity, and commercial trends, and manage partner enquiries relating to sales, product, and commissions Degree-level education or equivalent professional experience Fluent in German and English to a professional business standard; this is a firm requirement for the role Demonstrable success in partner, channel, or alliance management in the technology sector, with a strong track record in the DACH market; direct experience within the SAP ecosystem (SIs, consultancies, or ISV partners) is strongly preferred Proven ability to build relationships that generate qualified pipeline and measurable commercial outcomes, with the commercial instinct and presence to engage effectively at C-Suite level on both sides of a partnership Self-starting and entrepreneurial, with the confidence to take full ownership of a territory, set priorities independently, and contribute actively to co-marketing programmes Culturally fluent in DACH business environments, with an understanding of the relationship dynamics, communication styles, and professional norms that underpin trust in German-speaking markets Proficient with Salesforce and the Microsoft Office Suite; comfortable using AI tools to enhance productivity and partner communications; Slack, Power BI, & Crossbeam experience a plus Collaborative, curious, and accountable, with the humility to listen, the urgency to act, and the adaptability to thrive in a fast-moving, cross-functional organisation Additional European languages are an advantage