Alliances Director

About the Role 

InterPayments is seeking an experienced Alliances Director to own and grow a portfolio of strategic Partner relationships. 

The Alliances Director serves as the end-to-end business owner for assigned partnerships and is accountable for their health, growth, and commercial success. This role combines relationship leadership, strategic planning, Partner enablement, go-to-market execution, and revenue ownership. 

You will develop trusted relationships across Partner organizations, build and execute joint growth strategies, activate and enable Partner sales teams, generate pipeline and revenue, and identify opportunities to expand our partnerships. 

You will also serve as the primary orchestrator across InterPayments, bringing together Sales, Partner Marketing, Product, Solutions Architecture, Professional Services, Support, and other teams to deliver successful outcomes for our Partners. This is a highly collaborative and commercially focused role for someone who can think strategically while also driving execution. 

What You'll Do 

Own & Grow Strategic Partnerships 

• Serve as the primary business owner for a portfolio of strategic Partner relationships. 

• Develop joint Partner strategies, growth plans, objectives, priorities, success metrics, and action plans. 

• Build trusted relationships across Partner organizations, from executive sponsors and sales leadership to frontline sellers, product, technology, marketing, and operational teams. 

• Develop a deep understanding of each Partner’s business, customers, priorities, sales motion, and growth opportunities. 

• Establish effective operating cadences including pipeline reviews, business reviews, strategic planning sessions, and executive engagement. 

• Identify opportunities to expand partnerships into new teams, markets, products, integrations, and go-to-market motions. 

Drive Pipeline & Revenue 

• Own commercial performance across assigned Partner relationships. 

• Develop and execute joint go-to-market strategies that generate qualified pipeline and revenue. 

• Build and manage Partner pipeline and forecasts against assigned targets. 

• Engage Partner and InterPayments sales teams to identify opportunities, accelerate deals, and improve conversion. 

• Expand the number of Partner representatives actively positioning and generating opportunities for InterPayments. 

• Analyze Partner performance and develop plans to improve productivity, engagement, and growth. 

Enable & Activate Partners 

• Own the enablement strategy and readiness of assigned Partners. 

• Ensure Partner teams understand InterPayments' value proposition and have the knowledge, tools, messaging, and resources required to successfully position our solutions. 

• Lead and participate in Partner training, enablement sessions, webinars, events, and other activation initiatives. 

• Partner closely with the Partner Marketing Manager to develop scalable enablement programs, campaigns, communications, sales tools, Partner Portal resources, and other materials that support Partner success. 

• Use Partner feedback and performance insights to continuously improve Partner readiness and engagement. 

Orchestrate Cross-Functional Execution 

• Serve as the central business orchestrator for assigned partnerships throughout their lifecycle. 

• Mobilize resources across Sales, Partner Marketing, Product, Solutions Architecture, Professional Services, Support, Finance, Legal, and other teams to deliver against Partner objectives. 

• Establish clear ownership, milestones, timelines, and success criteria for key Partner initiatives. 

• Identify and remove barriers to Partner success and escalate issues when appropriate. 

• Maintain ownership of the overall Partner outcome while effectively leveraging functional experts across InterPayments. 

Manage & Optimize Partner Performance 

• Maintain a clear understanding of Partner health, performance, potential, opportunities, and risks. 

• Track and analyze pipeline, revenue, conversion, Partner engagement, enablement activity, and strategic milestones. 

• Conduct regular Partner performance and business reviews. 

• Maintain accurate Partner plans, activities, pipeline, forecasts, and commitments within Salesforce. 

• Gather Partner and market insights and advocate internally for improvements that strengthen our Partner ecosystem. 

• Continuously evaluate opportunities to increase Partner productivity and long-term strategic value. 

How Success Will Be Measured 

• Partner-generated pipeline and revenue attainment 

• Pipeline coverage and forecast accuracy 

• Partner opportunity conversion and sales cycle performance 

• Growth in active and producing Partner representatives 

• Partner activation and enablement effectiveness 

• Year-over-year Partner growth 

• Expansion of relationships into new teams, markets, products, integrations, and go-to-market motions 

• Achievement of strategic Partner milestones and growth objectives 

What We're Looking For 

• Demonstrated experience managing and growing strategic partnerships, alliances, channels, or similar B2B relationships. 

• Strong commercial orientation with experience driving pipeline, revenue, and measurable business outcomes through Partners. 

• Ability to develop relationships across multiple levels of an organization, from executives to frontline sales teams. 

• Experience building and executing joint go-to-market strategies. 

• Strong Partner enablement instincts and experience activating Partner sales organizations. 

• Ability to influence and orchestrate cross-functional teams without relying on direct authority. 

• Strong analytical skills with the ability to use data to assess performance, identify opportunities, and prioritize resources. 

• Excellent communication, presentation, negotiation, and relationship-management skills. 

• Ability to balance strategic thinking with hands-on execution in a fast-moving environment. 

• Experience in payments, fintech, SaaS, financial services, or related technology ecosystems is preferred. 

The Profile That Thrives Here 

You think like the owner of a business within the business. 

You are equally comfortable building an executive relationship, developing a growth strategy, training a Partner sales team, reviewing pipeline, navigating an integration challenge, coordinating internal resources, and determining what needs to happen next to move a partnership forward. 

You don't measure success by activity alone. You measure it by outcomes. 

Your goal is to turn strategic Partner relationships into scalable, predictable, and growing sources of value for both InterPayments and our Partners.