Channel Manager – Accounting Firms (Remote)

We are building a world‑class Alliances & Business Development organization and are looking for a team member who can help us achieve our goals. We are looking for an experienced Alliance & Business Development professional to contribute to the program’s growth.

The ideal candidate will be in tune with the key players in our ecosystem (such as partners who support ERP platforms like Intacct, NetSuite and QuickBooks), have experience in channel sales, be knowledgeable of accounting firms and have a passion for the financial technology space. Through grit, attention to detail, focus, strategic thinking, analytical skills, and a can‑do attitude, you will help build our Partner Program to support Tipalti’s aggressive growth goals.

Responsibilities

• Co‑owns relations with Accounting Firms and other Financial Services Organizations and the surrounding community
• Build multi‑level relationships within assigned partners including executive, marketing, sales, and sales support
• Identify and produce high‑quality leads through constant engagements with partners including office visits, sales team training/coaching, marketing strategies, trade shows, and more
• Coordinate with internal resources to accomplish enablement efforts to launch partners and ongoing to keep partners engaged with Tipalti
• Identify opportunities for new alliances and partnerships to expand Tipalti’s reach, maintain a solid pipeline of new potential partners
• Create and deliver compelling presentations to potential partners; join networking groups and attend events
• Develop and enable a joint go‑to‑market message with strategic partners
• Work closely with the entire field and internal sales teams, pre‑sales engineers, and marketing to grow new and incremental revenue
• Give clear and concise feedback to internal stakeholders on partner programs, product compatibility, ecosystem viability; effectively communicate to management through Salesforce updates, emails, and other means
• Collaborate with Marketing, Sales, Operations, Product, Legal and Compliance teams to deliver the best solution based on Tipalti and our partner’s needs

Requirements

• 6+ Years in SaaS‑based Technologies
• 4+ Years in Financial Services
• A proven track record in scaling and growing a new and existing partner ecosystems
• Solid attention to detail
• Experience working in the ERP / accounting / financial management / financial ops domain; FinTech experience a plus
• Builder mindset, comfortable sharing ideas, trying new approaches and focused on achieving team and company short and long‑term goals
• Doesn’t make excuses, pushes through adversity to hit numbers
• Brings an existing network of relationships across target alliance partners
• Strong ability to drive execution of strategic initiatives and tactics
• Experience developing, negotiating and closing partner deals
• Ability to sell people and partners on the vision and mission of Tipalti and of our partner program – get them emotionally and economically invested in the relationship
• Travel required on a monthly basis
• A track record of working in a fast‑paced environment, setting your own demanding expectations, inspiring and supporting teammates and exceeding expectations
• Ability to understand and demonstrate Tipalti’s products as well as interact with product, marketing, sales, and operational teams and execs through a variety of channels
• Assertive, Passionate, Persuasive, Positive, Consultative, loves to compete and win
• Bachelor Degree or equivalent experience required

Benefits

Tipalti offers competitive benefits, a flexible workplace, career coaching, and an environment where you can thrive and be an impact player. The company also dedicates itself to diversity and equal opportunity for all.