Alliance Partnership Manager

Make your impact within a rapidly growing Fintech Company

Join BILL as an Alliance Partnership Manager on our Alliance Partnerships team and help build the go-to-market motion that turns our Microsoft Business Central integration into a high-producing partner channel. BILL's Alliance Partnerships team drives top-of-funnel pipeline by developing and managing referral relationships with the Value-Added Resellers (VARs) and implementation partners who sell and deploy ERP software to lowermid-market businesses. With BILL's recent investment in expanding our Microsoft Business Central sync to support multi-entity environments and lower mid-market use cases, the Microsoft ecosystem now represents tens of thousands of companies that are newly reachable through the right partner relationships.

In this role, you will own BILL's Microsoft Business Central VAR channel from the ground up: building a target partner list, signing commercial referral agreements, enabling partner sellers, and running the go-to-market motion that converts those partnerships into qualified pipeline for BILL's Account Executive teams. You will attend regional Microsoft ecosystem events and user groups, run quarterly business reviews with your top partners, and develop a repeatable playbook for the BC channel that can scale. The leads you generate will help BILL reach more lower mid-market businesses with the financial automation tools they need to manage AP, AR, and Spend and Expense without the manual overhead.

Responsibilities:

• Identify and prioritize the top Microsoft Business Central VARs that match BILL's ideal partner profile, including install base size, target verticals, and market segment alignment.
• Negotiate and execute commercial referral agreements with priority BC partners, establishing the commercial framework for a sustainable partner-sourced pipeline.
• Enable partner sellers through onboarding, co-sell enablement sessions, competitive differentiators, and vertical-specific use case training so they can confidently introduce BILL to their clients.
• Generate Sales Qualified Opportunities (SQOs) from your partner book of business, serving as the intake and routing point before handing leads to assigned AEs for progression and close.
• Attend regional Microsoft user groups, BC ecosystem conferences, and partner-facing events to build relationships, generate leads, and represent BILL in the Microsoft channel community (approximately 25% travel).
• Run quarterly business reviews with your top partners to assess relationship health, pipeline production, and growth opportunities.
• Build and document a repeatable Microsoft BC channel playbook, capturing what works in this ecosystem and how it differs from other ERP partner motions at BILL.
• Collaborate closely with teammates who manage other ERP ecosystems (NetSuite, Acumatica, Sage Intacct) when partners operate multiple technology practices, coordinating to avoid overlap and maximize the relationship.
• Collaborate closely with Partner Marketing to create compelling marketing campaigns and events to drive top of funnel leads.
• Act as the voice of the partner internally, advocating on behalf of your owned Microsoft VARs, with internal: Product, Marketing and Sales teams to ensure we have the appropriate frameworks in place to drive leads at scale.

We'd love to chat if you have:

• 3 or more years in a channel partnerships or alliance role, with direct experience working in the Microsoft ecosystem and an existing portfolio of named contacts at Microsoft Business Central or Dynamics 365 VARs.
• A track record of negotiating and executing commercial referral or partner agreements, including managing the activation of new partners from signed agreement to pipeline production.
• Experience running structured go-to-market motions with partners: enablement, co-sell programs, business planning, and quarterly business reviews.
• Proficiency with Crossbeam or a comparable account mapping tool, along with Salesforce for tracking partner pipeline and activity.
• Comfort representing BILL at in-person Microsoft ecosystem events and user groups, with the ability to generate both relationships and leads on the ground.
• Ability to travel approximately 25% of the time to attend regional Microsoft ecosystem events, VAR user groups, and partner conferences across the U.S.

Desired Qualifications:

• Familiarity with BILL's AP or Spend and Expense product, or experience in the broader AP automation or fintech space.
• Prior experience building a channel program or partner playbook in a new ecosystem, not just inheriting one.
• Existing relationships at partner firms that operate multiple ERP practices, including Microsoft alongside NetSuite, Acumatica, Sage Intacct, or other platforms.
• Proficiency using AI to automate operational centric tasks, allowing you to focus more on revenue generating 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.