Senior Alliance Partnership Specialist

About the Team/Role

The Senior Alliance Partnership Specialist 4 is a senior, revenue-driven role responsible for expanding commercial sales through high-value strategic alliances and channel partnerships. This individual identifies, negotiates, and activates partner relationships that accelerate pipeline creation, increase market penetration, and drive direct and indirect revenue growth. Acting as both a strategic consultant and a commercial sales leader, the Specialist 4 owns key partner accounts, co-develops go-to-market motions, and ensures partners deliver on sales performance targets.

How you'll make an impact

Commercial Growth & Revenue Generation

• Develop and execute sales-focused partnership strategies that drive measurable revenue gains, pipeline expansion, and increased market share.

• Own sales targets for assigned partners, delivering consistent quota attainment and YoY growth.

• Create and manage joint sales plays, co-selling motions, outbound campaigns, and field-level engagement.

• Identify upsell, cross-sell, and co-sell opportunities across partner portfolios to maximize commercial impact.

Strategic Partner Management

• Serve as the senior relationship owner for high-value partners, cultivating executive-level relationships to deepen engagement and influence.

• Conduct regular pipeline reviews, sales forecasting meetings, and performance scorecard evaluations.

• Align partnership objectives with internal and partner sales teams to ensure flawless execution of joint business plans.

Go-to-Market (GTM) Execution

• Lead development of joint value propositions, commercial bundles, and integrated solutions that strengthen competitive differentiation.

• Coordinate marketing, sales, and product resources to support co-branded campaigns, events, webinars, and field activities.

• Enable partner sales teams with training, certifications, and materials to increase adoption and revenue contribution.

Contracting & Negotiation

• Secure commercial agreements, revenue-sharing terms, and incentive structures that support aggressive growth targets.

• Negotiate complex contracts that balance partner needs with organizational profitability and compliance.

Sales Operations & Performance Management

• Track and report partner performance using dashboards, KPIs, and analytics tools.

  • Metrics may include: revenue, pipeline velocity, ACV, win rates, lead conversion, marketing ROI, and partner productivity.

• Provide accurate partner revenue forecasting and executive-level insights to senior leadership.

• Recommend data-driven improvements to partner programs, incentives, and partner tiers to optimize commercial output.

Cross-Functional Leadership

• Act as the main liaison between partner organizations and internal Sales, Marketing, Product, and Finance teams.

• Lead internal deal reviews and partnership strategy sessions to ensure alignment across the commercial organization.

• Mentor junior partnership specialists and contribute to the evolution of the alliance sales methodology.

Experience you'll bring

• Bachelor's degree in Business, Sales, Marketing, or related field required; MBA preferred.

• 8-12+ years of experience in commercial partnerships, channel sales, alliances, or enterprise sales roles.

• Demonstrated history of exceeding revenue targets through partner-driven sales models.

• Strong commercial acumen with expertise in complex sales cycles, co-selling, and partner-driven revenue growth.

• Exceptional relationship-building and persuasion skills, with experience influencing stakeholders at all levels.

• Advanced negotiation capabilities for high-value, multi-year partnership agreements.

• Data-driven mindset, skilled with CRM systems, pipeline analysis, and forecasting tools.

• Strategic thinker who can also execute tactically in fast-paced sales environments.

• Proven leadership ability in collaborative, cross-functional settings, preferred.

• Experience with Payments industry partners, ISVs, or payments alliances, preferred.

• Understanding of the merchant processing ecosystem, programs and workflows, preferred.

• High motivation, resilience, and a hunter mentality with a partnership-based approach, preferred.

• Base salary + Bonus