Alliances Manager, GUB

Job Details: 

The Alliance Manager, Mid-Market Utilities is responsible for building, running, and accelerating strategic partnerships across the utility and government ecosystem. This role serves as the primary point of contact for partner relationships and owns joint revenue growth initiatives, partner field alignment, and relationship health management. 

This role works cross-functionally with Sales, Marketing, Product, and Leadership to ensure InvoiceCloud is positioned as the preferred Electronic Bill Presentment and Payment (EBPP) solution across the partner landscape. The Alliance Manager may be based anywhere on the East Coast and requires regular travel to support partner engagement. 

Success Profile:  

This role is anchored in our company’s competencies—these competencies reflect the mindsets and behaviors that define success in this role. We outline how each competency translates into real-world actions and outcomes specific to this role. 

Results Driven 

• Develops and executes partner strategies that position InvoiceCloud as the preferred EBPP solution, driving measurable joint revenue growth across assigned utility and government partners. 

• Coordinates and communicates joint pipeline opportunities on a regular cadence, ensuring visibility, accountability, and progress against shared revenue targets. 

• Leads joint pipeline reviews and contributes to annual revenue planning by defining target accounts and tracking progress against partner-specific goals. 

• Prepares and presents internal partnership updates and demos to management, clearly articulating performance, risks, and growth opportunities. 

Takes Ownership 

• Serves as the primary point of contact for assigned partners, owning relationship health, issue resolution, and ongoing engagement from onboarding through long-term growth. 

• Builds and maintains deep, trusted relationships with partner executives, managers, and individual contributors, acting as a reliable and credible representative of InvoiceCloud. 

• Creates and maintains a relationship plan for each assigned partner, including revenue targets, marketing initiatives, and engagement strategies. 

• Establishes and leads recurring partner cadence calls, ensuring alignment, follow-through, and continuous improvement in how partnerships operate. 

Drives Efficiency 

• Works cross-functionally to align internal teams and partner field organizations, ensuring joint efforts are coordinated, efficient, and focused on shared outcomes. 

• Assesses existing partner integrations with InvoiceCloud solutions and makes informed recommendations for new or enhanced integrations that support scale and adoption. 

• Identifies friction points in partnership execution and proactively implements solutions that improve collaboration, communication, and execution speed. 

• Applies structured planning and prioritization to balance multiple partners, initiatives, and timelines without sacrificing quality or responsiveness. 

Innovative 

• Evangelizes InvoiceCloud’s value proposition by identifying new partnership opportunities and creative go-to-market approaches within the utility and government ecosystem. 

• Uses automation, CRM insights, and emerging AI-enabled tools to improve partner pipeline tracking, relationship management, and reporting efficiency. 

• Continuously evaluates partnership performance data and market feedback to refine strategies and inform the next wave of potential new partners. 

• Brings a growth mindset to partnership development, adapting strategies based on partner feedback, market dynamics, and evolving customer needs. 

Requirements 

• 5+ years of professional experience in SaaS business development, partnerships, or sales; experience in utility or government markets strongly preferred 

• Proven ability to build, manage, and grow executive-level and operational partner relationships 

• Strong background in sales, partnerships, and business development, including pipeline management and deal execution 

• Demonstrated ability to collaborate effectively with internal and external stakeholders 

• Bachelor’s degree required 

Travel:  

Expect approximately 20–30% travel. 

Benefits:  

We offer a competitive benefits program including: 

• Medical, dental, vision, life & disability insurance 

• 401(k) plan with company match 

• Flexible Time Off (FTO), wellbeing days, paid holidays, and summer Fridays 

• Mental health resources 

• Paid parental leave & Backup Care 

• Tuition reimbursement 

• Employee Resource Groups (ERGs)