Director of Alliances
Sales | San Francisco, CA
Imagine a company with a vision of fundamentally changing the pace with which money flows across big and small businesses both in the US and abroad… The greater the pace, the more quickly economies can grow and the faster new jobs can be created. Welcome to Taulia.
Taulia is a company of technical and financial entrepreneurs who wish to bring simpler, more effective ways to facilitate commerce between the world’s biggest companies and the thousands of suppliers who support them.
Taulia is the only SAP-certified partner that offers web-based vendor management and Dynamic Discounting solutions. Our SaaS solution is easy to install and maintain with clients operational in a matter of days.
PG&E, John Deere, Pfizer, Johnson Controls and even Coca-Cola Bottling are among a growing list of companies who have joined the Taulia journey.
Taulia is based in San Francisco, CA, with a European office in Düsseldorf, Germany. We’ve grown 300% since last year and are looking for the next A - player to join our ranks. Have what it takes? If so, read on.
The Director of Alliances will be charged with the cultivation of an engaged and productive set of demand generating 3rd party relationships (referral, re-seller, etc.). This executive will become intimate with the Taulia value proposition, review the viability and materiality of current partner relationships, identify and vet new partners, and negotiate/close and ramp only the most attractive.
This executive will serve as one of Taulia’s most outspoken and passionate evangelists, capable of fluently delivering the company’s value proposition and creating novel value through 3rd party relationships.
Ultimately, the success of this role will be measured first through the expansion of the sales pipeline and second (and more importantly) through generation of recurring profitable revenue. This role will be SF-based and initially will report to the CEO working in close collaboration with the VP Sales and the VP Marketing.
The winning candidate thrives among dynamic start-up entrepreneurs, demonstrates great urgency, operates with clear process, and exhibits a talent for relationship building.
Essential Duties & Responsibilities:
Evaluate and maximize performance of existing channel partners. Identify opportunities to enhance performance across high-potential relationships and eliminate noise associated with flawed relationships.
Identify, recruit, negotiate, train and launch novel channel partners through collaboration across Taulia Sales, Marketing and Product teams.
Set and achieve specific and measureable Channel revenue and profitability targets in concert with Taulia Sales, Marketing and Finance leadership.
Collaborate with Taulia Sales and Marketing to develop awareness and education materials related to channel relationships (e.g. collateral, webinars, pitch presentations).
Collaborate with Taulia Legal to negotiate and execute clearly defined channel relationships – referral, co-sale, re-sale, etc.
Coordinate cross-functional internal and external stakeholders to ensure successful go-to-market activities for new partners.
Represent the company as spokesperson/evangelist at partner/ industry events as well during customer meetings.
Operates with tremendous urgency – Understands that speed and execution often defines success in a start-up environment.
Demonstrates solid business acumen – Winning candidate must be more than a relationship builder and must demonstrate healthy balance of strategic vision and tactical pragmatism.
Capable of Closing - Highly versed in navigating complex multi-relationship negotiations to reach a fully executed and well-defined relationship.
Willing and organized communicator – Both internally and externally articulates tasks and sets priorities with great clarity and makes complex situations easily accessible to ensure alignment across all stakeholders.
Focused on process – Passionate organizer who ensures all critical cross-departmental tasks are accounted for and distributed and holds stakeholders accountable for execution.
5+ years of B2B experience driving the management of channel partners to fuel a sales pipeline is required. Must be able to speak to demonstrable success setting targets, launching partnerships and achieving goals in a start-up B2B environment.
Three or more years in a SaaS or enterprise software environment would be ideal.
At least one prior role in a start-up environment highly preferred but not required.
Previous experience building out partner ecosystems within the B2B e-invoicing space would be ideal. Similarly compelling, a background working in a program/project management function within a consulting firm focused on an analogous sector.
Bachelor’s Degree from a four-year university or equivalent experience is required.
How To Apply:
Applications without cover letters will not be considered. This role necessitates an individual with superb communication skills.
Taulia is a rapidly growing SF-based start-up with fantastic job benefits, tier one investors and an entertaining yet fantastically competent culture. Taulia is an equal opportunity employer seeking only the most driven (and humorous) entrepreneurs to join our journey.