Alliances Account Director

Position Overview 

The Alliances Account Director (North America) is charged with developing and executing a multi-year partner strategy and plan to grow the revenue contribution of one or more strategic alliances partners in North America. As a key member of the Americas Partner Team, they will be responsible for developing and executing alliance strategies to drive growth, innovation, and market expansion with their partner(s). This role requires an energetic individual with a proven track record of building and nurturing strategic partnerships with global system integrators, consultancies, and CPA firms. 

The Alliances Account Director (North America) will collaborate closely with executive staff, regional sales management, and the partner team with regards to their partner strategy. They will develop and implement a best-in-class alliances strategy to build and measure the success and revenue contribution of these alliances. This individual will build out deep relationships and work to drive the Sovos platform value proposition with key strategic alliances. 

Job Responsibilities

• Build and develop one or more strategic alliances with global system integrators or tax advisories, implement a model capable of year-over-year growth, and build partner revenues to meet and exceed global sales targets. 

• Build and lead sustainable and mutually beneficial relationships with these strategic alliance partners to promote joint organizational and financial investments by both Sovos and its partners. 

• Drive growth of the alliance’s contribution to the business, measured in license bookings, revenue, and pipeline created.  

• Work with regional Account Executives and sales leadership to leverage our partner relationships to gain entry to new accounts and grow our established accounts. 

• Develop a model for building capacity with their partner(s) and provide the sales teams with the readiness and enablement to pursue market share improvement among partners. 

• Create business plans with key stakeholders for each partner and ensure commercial goals are being defined and met. 

• Establish a business cadence, including Quarterly Business Reviews (QBRs) and regular executive alignment internally. 

• Play a hands-on role, maintain a personal presence and high visibility in the field, and directly drive teaming on opportunities with partners and Sovos direct sales teams. 

• Collaborate with Product, Sales, and Marketing to provide coverage of the partners, drive joint solutions, and execute GTM programs that drive incremental sales opportunities. 

• Drive alignment between the partner and Sovos field organizations and continue to build on the Sovos co-sell culture to create win-win outcomes with our joint customers 

What We Ask From You: 

• 10+ years of demonstrated success in alliance sales in software and services across alliance partners 

• Experience penetrating, onboarding, and growing alliance partners including knowledge of business models, contracting and successful go to market strategies 

• Ability and passion for developing and establishing strategic partnerships and working closely with sales teams in competitive environments 

• Proven track record in achieving sales objectives and driving accurate forecasting of partner business 

• Growth mindset in an organization that is building out its partner DNA and ecosystem 

• Strong collaboration skills with relevant internal stakeholders 

• US + Canada travel required 

• Strong partner management experience and partner empathy. 

• Strong acumen for business and partner development. 

• Demonstrated track record of successful revenue contribution through partners 

• Ability to develop and implement partner business plans that drive partner revenue goals 

• MBA is a bonus, but no substitute for field experience.  

• Due to client contractual obligations, the successful candidate will be asked to complete a background check and drug test upon hire 

Organizational Alignment 

• Reports to: VP, Strategic Alliances 

• Manages a team of: n/a 

Environmental Job Requirement and Working Conditions 

• Primary office location: US-Remote 

• Position Requires

• minimal (less than 25%) travel required both domestic and international to Sovos locations and events  

• Utilize technology (e.g., phone systems, computer hardware and software applications) to fulfill work requirements  

Company Background 

Sovos is a global provider of tax, compliance and trust solutions and services that enable businesses to navigate an increasingly regulated world with true confidence. Purpose-built for always-on compliance capabilities, our scalable IT-driven solutions meet the demands of an evolving and complex global regulatory landscape. Sovos’ cloud-based software platform provides an unparalleled level of integration with business applications and government compliance processes.  

More than 100,000 customers in 100+ countries – including half the Fortune 500 – trust Sovos for their compliance needs. Sovos annually processes more than three billion transactions across 19,000 global tax jurisdictions. Bolstered by a robust partner program more than 400 strong, Sovos brings to bear an unrivaled global network for companies across industries and geographies. Founded in 1979, Sovos has operations across the Americas and Europe, and is owned by Hg and TA Associates. For more information visit http://www.sovos.com and follow us on LinkedIn and Twitter.