AVP, Alliances, GUB

Job Details: 

The Area Vice President, Alliances is responsible for building, scaling, and accelerating a portfolio of strategic partners that serve InvoiceCloud’s Government and Utility markets. This role owns executive-level partner relationships and serves as the primary point of accountability for alliance strategy, joint revenue outcomes, and long-term partner success. 

The AVP operates cross-functionally with Sales, Marketing, Product, Implementation, and Customer teams to expand pipeline, deepen integrations, and improve partner-driven outcomes. This role may be based anywhere in the United States and requires regular travel to support partner engagement and go-to-market execution. 

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. 

Strategic Leadership  

• Develops and executes a multi-quarter alliance strategy that positions InvoiceCloud as the preferred Electronic Bill Presentment and Payment (EBPP) solution across Government and Utility partner ecosystems, prioritizing the highest-impact segments and growth opportunities. 

• Anticipates and responds to market dynamics—including regulatory changes, billing modernization initiatives, and payment technology trends—adjusting partner plans to stay ahead of customer and market needs. 

• Designs scalable alliance programs, including partner tiers, enablement frameworks, and co-sell motions, that extend beyond one-to-one relationships and support sustained ecosystem growth. 

Results Accountability  

• Owns measurable partner outcomes by driving partner-sourced pipeline, partner-influenced bookings, and expansion opportunities through disciplined execution and clear accountability. 

• Establishes operating rhythms for joint pipeline reviews, deal strategy, forecasting, and attribution to ensure visibility, accuracy, and execution rigor across partner relationships. 

• Removes friction from the partner sales cycle by clarifying deal ownership, tightening alignment between sales teams, and accelerating decision-making to improve conversion and velocity. 

Enterprise Collaboration & Influence  

• Builds strong internal alignment across Sales, Product, Marketing, Implementation, and Customer Success to deliver a cohesive, high-quality partner and customer experience. 

• Leads partner enablement and field alignment efforts, including joint positioning, sales plays, training, and escalation paths, ensuring consistency across internal and partner-facing teams. 

• Creates clarity across complex joint pursuits by defining roles, handoffs, and success measures, navigating ambiguity with a “one team” mindset that improves outcomes for partners and customers. 

Executive Communication & Relationship Management  

• Serves as the executive owner of strategic partner relationships, building trust with partner leadership through clear communication, alignment on joint business plans, and consistent follow-through. 

• Translates partner feedback into concise internal narratives that inform product strategy, integration priorities, roadmap considerations, and customer experience improvements. 

• Leverages modern tooling and automation to improve alliance reporting, pipeline visibility, and performance insights—reducing manual overhead while increasing clarity for internal leadership and partners. 

Requirements:  

• 10+ years of experience in SaaS partnerships, business development, alliances, or sales, preferably within GovTech, utilities, fintech, or enterprise software ecosystems 

• Proven ability to build and sustain executive-level relationships, including engagement with board members, senior executives, managers, and individual contributors 

• Demonstrated success identifying growth opportunities, managing complex partner sales funnels, negotiating, and closing partner-driven deals 

• Strong cross-functional collaboration skills with the ability to influence without direct authority 

• Experience working within partner ecosystems such as ISVs, billing/CIS/ERP platforms, systems integrators, or channel partners strongly preferred 

• Bachelor’s degree required; Master’s degree preferred 

Travel:  

Expect approximately 30–40% 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)