Alliance Manager, Commercial Ecosystem

ABOUT ZIP Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. YOUR ROLE Zip is looking for an Alliance Manager to help scale our growing Commercial partner ecosystem across services partners and strategic investor relationships. This role will primarily own the ongoing management and growth of assigned Commercial RSI and MSP relationships after they have been recruited, onboarded, and activated by Partnerships leadership. You will also help manage selected private equity relationships and portfolio company opportunities as Zip continues to scale this motion. This is a commercially focused partnerships role. You will be responsible for turning active partner relationships into measurable business outcomes by creating pipeline, increasing field engagement, driving partner sourced and influenced opportunities, and building strong operating rhythms between Zip and our partners. You will work closely with Commercial Sales, Solutions Consulting, Professional Services, Customer Success, Marketing, and the broader Partnerships organization to make our ecosystem an increasingly important part of how Zip goes to market. WHAT YOU’LL DO Own and Grow Commercial Partner Relationships • Own the day to day management of an assigned portfolio of Commercial RSI and MSP partners once those relationships have been recruited, onboarded, and activated. • Build strong relationships across partner sales, delivery, and leadership teams. • Develop and manage joint business plans focused on pipeline generation, account mapping, field engagement, enablement, implementation capacity, certifications, and revenue goals. • Establish recurring operating cadences including pipeline reviews, account mapping sessions, partner business reviews, and field engagement. • Identify opportunities to deepen productive relationships and surface partners that require additional attention or a change in approach. Drive Pipeline and Revenue • Build meaningful partner sourced and partner influenced pipeline across assigned relationships. • Work directly with Commercial AEs and sales leadership to identify opportunities where partners can support sourcing, influence, implementation, managed services, or customer expansion. • Proactively identify whitespace across partner customer bases, Zip prospects, and shared target accounts. • Work with partner sellers to generate qualified introductions into target accounts and create repeatable joint sales motions. • Help increase productive partner engagement throughout the Commercial sales cycle. Support Zip’s Private Equity Ecosystem • Own the ongoing management of selected private equity relationships after the strategic relationship has been established by Partnerships leadership. • Coordinate portfolio mapping, introductions, follow up activity, workshops, demonstrations, and portfolio company opportunities. • Help operationalize Zip’s emerging private equity programs, including procurement transformation workshops, portfolio company introductions, and carveout opportunities. • Partner closely with Sales to ensure PE originated opportunities are properly routed, tracked, and progressed. • Maintain visibility into portfolio company activity and identify opportunities to expand Zip’s presence across each PE ecosystem. Build a Scalable Partner Motion • Maintain accurate partner activity, attribution, pipeline, and performance data across Zip’s CRM, PRM, and ecosystem platforms. • Support ongoing partner enablement and certification following initial partner onboarding. • Build scalable processes and communication that make it easier for partners to work with Zip and for Zip’s Commercial organization to engage partners. • Track performance across partner sourced pipeline, partner influenced pipeline, services attachment, qualified referrals, implementation performance, and overall partner productivity. • Capture partner and field feedback and identify opportunities to improve how Zip works across Sales, Services, Product, Marketing, and Partnerships. QUALIFICATIONS - We would love to hear from you if you have: - 2 to 4 years of experience in partnerships, alliances, channel sales, business development, SaaS sales, consulting, or another relevant commercial role. - Experience working with technology companies, consulting firms, systems integrators, MSPs, resellers, or other strategic partners. - Strong commercial instincts and an understanding of how partnerships translate into pipeline and revenue. - Experience working directly with sales teams and the ability to hold both internal teams and external partners accountable to shared commitments. - The ability to independently manage multiple external relationships and internal stakeholders. - Strong written and verbal communication skills and comfort working with individual contributors, sales leaders, and executives. - A highly organized approach and the ability to operate effectively in a fast growing environment where processes are continuing to evolve. - A willingness to get into the details while maintaining focus on the commercial outcomes of the relationship. - Experience with Salesforce, PRM platforms, account mapping tools, or ecosystem technology is helpful but not required. WHAT SUCCESS LOOKS LIKE Within your first six months, you will independently manage a defined portfolio of Commercial services partners and selected PE relationships, establish consistent operating cadences, increase partner engagement with the Commercial sales organization, and begin generating measurable sourced and influenced pipeline. As you grow in the role, you will take ownership of increasingly strategic partner relationships and larger revenue targets while helping Zip build a scalable ecosystem capable of supporting our continued growth. The salary range for this role is $142,000 - $176,000 OTE. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise. PERKS & BENEFITS At Zip, we’re committed to providing our employees with everything they need to do their best work. - 📈 Start-up equity - 🦷 100% health, vision & dental coverage options - 🍽️ Catered breakfast, lunch, & dinner - 🌴 Flexible PTO - 🏋️‍♀️ ClassPass membership - 🚍 Monthly commuter benefit - 🚠 Team building events & happy hours - 💻 Home office stipend - 🛜 Phone/internet reimbursement - 🍼 Paid parental leave - 🧑‍🧑‍🧒‍🧒 Fertility stipend - 💸 401k plan We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!