Partner Alliance Manager
The Partner Alliance Manager at Box will lead go-to-market strategies with strategic ISV partners, including Salesforce and Guidewire, and expand revenue through the Google Cloud Marketplace. This role involves articulating joint value propositions, transforming integrations into repeatable sales motions, and achieving measurable outcomes in pipeline growth, annual recurring revenue, and product adoption. The objective is to establish durable and scalable partner businesses.
Key responsibilities include defining and executing joint go-to-market strategies with assigned ISVs by developing compelling joint selling narratives and translating integrations into actionable sales plays. The manager will educate Box sales teams on selling joint solutions, enable partner account teams to position Box effectively, and create practical enablement assets such as playbooks and demo flows. Additionally, the role involves acting as a liaison between partner field teams and Box sales leadership, owning the go-to-market strategy for Google Cloud Marketplace, and collaborating with internal teams to streamline processes and increase velocity.
The ideal candidate will have over seven years of experience in partner sales, partner management, or alliances within the enterprise software sector. They should possess direct experience in building and scaling partner go-to-market motions, a strong understanding of enterprise software sales cycles and buying processes, and the ability to articulate and differentiate joint value propositions. Success in leading through influence across sales, product, marketing, and partner teams, along with strong executive presence and communication skills, is essential. Preferred qualifications include experience working with Salesforce and/or Guidewire ecosystems and selling through hyperscaler marketplaces like Google Cloud Marketplace or AWS Marketplace.
Box offers a competitive compensation package, including a base salary range of $192,500 to $240,500, equity options, and comprehensive benefits. Employees enjoy flexible time off, birthday holidays, volunteer time off, and a sabbatical after seven years. The company provides global, inclusive benefits, including mental health, wellbeing, and family support, to meet the diverse needs of its teams.
Box fosters a culture of community and in-person collaboration, expecting employees to work from their assigned office a minimum of three days per week. The company values diversity and inclusion, aiming to recruit a passionate, high-performing workforce that reflects the world we live in. Employees are encouraged to innovate, succeed, grow, and bring their diverse talents and perspectives to the company culture.