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Salary: USD 154,400 - 218,300 / annual
BILL is seeking an ISV Alliance Partnerships Manager to lead the monetization and activation of its existing Independent Software Vendor (ISV) and App Marketplace partner ecosystem. This role focuses on converting established product integrations into a consistent, high-quality pipeline of Sales Qualified Opportunities (SQOs) for BILL's Account Executive teams, while simultaneously identifying and onboarding the next cohort of high-fit ISV partners.
Key responsibilities include:
• Own the monetization and referral activation of BILL's existing ISV and App Marketplace partner portfolio, converting product integrations into SQOs for sales teams (primary focus).
• Identify and prioritize new ISV partners aligned with BILL's ideal customer profile—accounting-adjacent software companies serving the lower mid-market segment.
• Negotiate and execute commercial referral agreements, establishing sustainable frameworks for partner-sourced pipeline.
• Enable partner customer success, sales, and solutions teams through onboarding, co-sell enablement sessions, and use-case-specific training.
• Educate internal sales teams on BILL's integration partner depth and breadth to layer them into prospect and client discussions.
• Generate SQOs from the ISV partner book, serving as the intake and routing point before handing leads to Account Executives.
• Attend industry events, ISV user conferences, and partner-facing events to build relationships and represent BILL in the ISV community (approximately 25% travel).
• Run quarterly business reviews with top ISV partners to assess relationship health, pipeline production, and growth opportunities.
• Build and document a repeatable ISV channel playbook capturing activation frameworks, enablement approaches, and lead-production drivers across partner types.
• Collaborate with teammates managing ERP and VAR ecosystems to coordinate and maximize relationship value.
• Partner with Partner Marketing to develop campaigns, co-branded content, and events driving top-of-funnel awareness through the ISV channel.
• Serve as the internal voice of ISV partners, advocating with Product, Marketing, and Sales teams to ensure frameworks support lead generation and scaling.
About BILL: BILL is a fintech company empowering businesses by replacing outdated financial processes with innovative tools for AP, AR, and Spend and Expense automation. The company is remote-first with office spaces in San Jose, CA and Draper, UT.
Requirements:
• 3–5 years in channel partnerships, alliances, or business development roles with direct experience managing ISV or technology partner relationships.
• Track record of activating existing partnerships—not just signing new ones—including moving integrations from launch to active referral production.
• Experience negotiating and executing commercial referral or co-sell agreements, managing the full lifecycle from signed agreement through pipeline production.
• Experience running structured go-to-market motions with partners: enablement programs, co-sell playbooks, business planning, and quarterly business reviews.
• Proficiency with Salesforce for tracking partner pipeline and activity, and comfort using account mapping tools such as Crossbeam or comparable platforms.
• Ability to travel approximately 25% of the time to attend industry events, ISV partner conferences, and customer-facing engagements across the U.S.
Desired Qualifications:
• Experience working with ISVs, platforms, or software companies serving AP, AR, or Spend and Expense verticals—accounting-tech, fintech, or ERP-adjacent backgrounds are a strong plus.
• Prior experience building a partner program or activation playbook in a new or underdeveloped ecosystem, not just inheriting a mature one.
• Existing relationships at ISV firms whose products complement financial operations workflows for SMB or lower mid-market businesses.
• Proficiency using AI to automate operational tasks, allowing focus on revenue-generating partner activities.
Note: This position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship.
