ISV Alliance Partner Manager
New
B
BILLFintech
The On Target Earnings (OTE) range noted below are remote based roles in the specific geographic zoneFull-TimeManager
SalaryThe On Target Earnings (OTE) range noted below are remote based roles in the specific geographic zone
Zone 1: San Francisco Bay Area CA (includes HQ), New York City, Seattle, Los Angeles County
$181,700 — $218,300 USD
Zone 2: CA (Non San Francisco Bay Area and Los Angeles County), Austin TX, Massachusetts
$163,500 — $196,500 USD
Zone 3: Utah (includes Utah office), Dallas TX, Houston TX, Florida, North Carolina, Illinois, Colorado, Arizona, Georgia, Oregon, Pennsylvania
$154,400 — $185,600 USD
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Job Details
- Experience
- 3–5 years
- Required Skills
- Business DevelopmentQA AutomationSalesforce
Requirements
- Have 3–5 years of experience in channel partnerships, alliances, or business development.
- Have direct experience managing ISV or technology partner relationships.
- Demonstrate a track record of activating existing partnerships and generating referrals from integrations.
- Have experience negotiating and executing commercial referral or co-sell agreements through pipeline production.
- Have experience running partner go-to-market motions, including enablement, co-sell playbooks, business planning, and quarterly business reviews.
- Be proficient with Salesforce for tracking partner pipeline and activity.
- Be comfortable using account mapping tools such as Crossbeam or comparable platforms.
- Be able to travel approximately 25% of the time for industry events, partner conferences, and customer-facing engagements across the U.S.
- Experience with ISVs, platforms, or software serving AP, AR, or Spend and Expense is a plus.
- Experience building a partner program or activation playbook in a new or underdeveloped ecosystem is a plus.
- Proficiency using AI to automate operational tasks is a plus.
Responsibilities
- Own referral activation and monetization across the existing ISV and App Marketplace portfolio to generate Sales Qualified Opportunities.
- Identify and prioritize new ISV partners aligned with BILL's ideal customer profile.
- Negotiate and execute commercial referral agreements with priority ISV partners.
- Enable partner customer success, sales, and solutions teams through onboarding, co-sell sessions, and use-case training.
- Educate internal sales teams about integration partners and how to include them in prospect and client discussions.
- Generate and route Sales Qualified Opportunities to assigned Account Executives.
- Attend industry events, ISV conferences, and partner events to build relationships and generate leads.
- Run quarterly business reviews with top ISV partners.
- Build and document repeatable ISV channel activation and enablement playbooks.
- Coordinate with ERP and VAR partner teams and work with Partner Marketing on campaigns, content, and events.
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