Partner Alliance Manager
Box is seeking a Partner Alliance Manager to lead go-to-market strategies with strategic Independent Software Vendors (ISVs), focusing on partners like Salesforce and Guidewire, and to expand revenue through the Google Cloud Marketplace. This role is pivotal in articulating joint value propositions, transforming integrations into repeatable sales motions, and driving measurable outcomes in pipeline development, Annual Recurring Revenue (ARR), and product adoption. The objective is to establish durable, scalable partner businesses that contribute significantly to Box's growth.
The Partner Alliance Manager will define and execute joint go-to-market strategies with assigned ISVs by developing compelling joint selling narratives and translating integrations into concrete sales plays. Responsibilities include educating Box sales teams on selling joint solutions, enabling partner account teams to position Box effectively, and creating practical enablement assets such as playbooks and demo flows. Additionally, the role involves managing go-to-market activities for the Google Cloud Marketplace, growing transactable revenue, and driving adoption of marketplace-specific motions like private offers. Collaboration with sales, deal desk, legal, finance, product, and marketing teams is essential to reduce friction and increase deal velocity.
Candidates should have over seven years of experience in partner sales, partner management, or alliances within the enterprise software sector. Direct experience in building and scaling partner go-to-market motions is crucial, along with a strong understanding of enterprise software sales cycles and buying processes. The ideal candidate will have a proven ability to articulate and differentiate joint value propositions and prior success in leading through influence across sales, product, marketing, and partner organizations. A structured thinker who can turn ambiguity into execution, with strong executive presence and communication skills, is highly desirable.
Box offers a competitive compensation package, including a base salary range of $192,500 to $240,500, along with equity and comprehensive benefits. The company emphasizes a hybrid work schedule, expecting employees to work from their assigned office a minimum of three days per week. Box values diversity and inclusiveness, encouraging candidates from various backgrounds to apply.
Joining Box means becoming part of a company that leads in Intelligent Content Management, enabling organizations to fuel collaboration and transform business workflows with enterprise AI. Box simplifies work for leading global organizations and offers a collaborative environment where employees can drive the platform forward and be at the forefront of the AI-first era of business.