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Alliance Partnerships Manager

BILL
USA
Manager
Onsite
Discovered 2 weeks ago

Full Job Posting

Desired Qualifications:

  • Experience working with ISVs, platforms, or software companies that serve the AP, AR, or Spend and Expense verticals — accounting-tech, fintech, or ERP-adjacent backgrounds are a strong plus.
  • Prior experience building a partner program or activation playbook in a new or underdeveloped ecosystem, not just inheriting a mature one.
  • Existing relationships at ISV firms whose products complement financial operations workflows for SMB or lower mid-market businesses.
  • Proficiency using AI to automate operational tasks, allowing you to focus more time on revenue-generating partner activities.
  • Please note that this position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future.
  • This role is eligible to participate in BILL’s sales incentive and equity plans. Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed above. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits.
  • The 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 USDZone 2: CA (Non San Francisco Bay Area and Los Angeles County), Austin TX, Massachusetts$163,500—$196,500 USDZone 3: Utah (includes Utah office), Dallas TX, Houston TX, Florida, North Carolina, Illinois, Colorado, Arizona, Georgia, Oregon, Pennsylvania$154,400—$185,600 USD
  • What’s in it for you?
  • Redefining how businesses automate their work is a fast-paced, exciting, and fun environment. But we also have benefits and perks to ensure the magic isn’t only experienced by our customers, but by our employees as well.
  • Here is a preview of some of the amazing benefits here at BILL:
  • 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP)
  • HSA & FSA accounts
  • Life Insurance, Long & Short-term disability coverage
  • Employee Assistance Program (EAP)
  • 11+ Observed holidays and wellness days and flexible time off
  • Employee Stock Purchase Program with employee discounts
  • Wellness & Fitness initiatives
  • Employee recognition and referral programs
  • And much more
  • Don’t believe us? Check out our culture, benefits, and teams on our career site, LinkedIn Life, or YouTube pages.
  • BILL is an Equal Opportunity Employer. We believe our best ideas come from the unique stories, perspectives, and experiences of our team members. We welcome people of all backgrounds, abilities, and identities to bring their authentic selves and contribute to our culture.
  • We are committed to a transparent, inclusive hiring process that reflects our values. If you need accommodations at any stage, please contact [email protected]. To ensure a fair evaluation, our Candidate Integrity Policy prohibits the use of unapproved external assistance, including generative AI, during live interviews or assessments. Doing so will result in a review and potential disqualification.
  • Our Applicant Privacy Notice describes how BILL treats the personal information it receives from applicants.

Responsibilities

  • Own the monetization and referral activation of BILL's existing ISV and App Marketplace partner portfolio — converting established product integrations into a consistent, high-quality pipeline of Sales Qualified Opportunities (SQOs) for BILL's Account Executive teams. This is the primary focus of the role.
  • Identify and prioritize new ISV partners that align with BILL's ideal customer profile — accounting-adjacent software companies whose user base overlaps with BILL's lower mid-market segment.
  • Negotiate and execute commercial referral agreements with priority ISV partners, establishing the commercial framework for a sustainable partner-sourced pipeline.
  • Enable partner customer success, sales, and solutions teams through onboarding, co-sell enablement sessions, and use-case-specific training so they can confidently introduce BILL to their shared clients.
  • Educate internal sales facing teams on BILL’s depth and breadth of integration partners, so they can confidently and effectively layer them into their discussions with prospects and clients
  • Generate Sales Qualified Opportunities (SQOs) from your ISV partner book of business, serving as the intake and routing point before handing leads to assigned Account Executives for progression and close.
  • Attend industry events, ISV user conferences, and partner-facing events to build relationships, generate leads, and represent BILL in the ISV partner community (approximately 25% travel).
  • Run quarterly business reviews with top ISV partners to assess relationship health, pipeline production, and growth opportunities.
  • Build and document a repeatable ISV channel playbook, capturing activation frameworks, enablement approaches, and what drives lead production across different partner types.
  • Collaborate closely with teammates managing ERP and VAR ecosystems when ISVs operate in those channels as well, coordinating to avoid overlap and maximize relationship value.
  • Partner closely with Partner Marketing to develop campaigns, co-branded content, and events that drive top-of-funnel awareness and leads through the ISV channel.
  • Act as the voice of your ISV partners internally, advocating on their behalf with Product, Marketing, and Sales teams to ensure the right frameworks are in place to generate and scale leads.
  • 3–5 years in a channel partnerships, alliances, or business development role, with direct experience managing ISV or technology partner relationships.
  • A track record of activating existing partnerships — not just signing new ones — including moving integrations from launch to active referral production.
  • Experience negotiating and executing commercial referral or co-sell agreements, including managing the full lifecycle from signed agreement through pipeline production.
  • Experience running structured go-to-market motions with partners: enablement programs, co-sell playbooks, business planning, and quarterly business reviews.
  • Proficiency with Salesforce for tracking partner pipeline and activity, and comfort using account mapping tools such as Crossbeam or comparable platforms.
  • Ability to travel approximately 25% of the time to attend industry events, ISV partner conferences, and customer-facing engagements across the U.S.

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