Strategic Alliance Partner Manager

CAVALLO

Strategic Alliance Partner Manager focusing on enhancing partner monetization strategy for a leading tech company. Take ownership in driving significant increases in partner volume and revenue.

Posted 4/14/2026full-timeGrand Rapids • Missouri • 🇺🇸 United StatesSeniorLeadWebsite

Tech Stack

Tools & technologies

C++ERP

About the role

Key responsibilities & impact

Taking direct accountability for adding $100M in net-new annual partner volume to the ecosystem in the next 12 months
Leading and optimizing existing strategic payment partnerships with Global Payments and Square
Managing and scaling the broader portfolio of strategic alliance partners (e.g., Avalara, SPS Commerce, Shopify)
Scouting, evaluating, negotiating, and signing new alliance partnerships (e.g., Fiserv, Payarc, Stripe)
Analyzing the existing customer base against payment and alliance portfolio to identify the "Gap List" and executing targeted conversion campaigns (e.g., Rate Match Guarantees)
Continuously auditing and renegotiating buy-rates, revenue share splits, and pricing models across all current and future providers to maximize margin
Leading Quarterly Business Reviews (QBRs) with key payment processors and top alliance partners
Securing and effectively deploying Marketing Development Funds (MDF) from strategic partners to subsidize internal sales and co-marketing campaigns
Collaborating with Product and Engineering teams to ensure the payments and partner experiences are embedded into the user interface
Training internal sales teams on effectively pitching embedded payments and incorporating preferred alliance solutions into core software sale.

Requirements

What you’ll need

10+ years of direct experience in the payments industry (Fintech, ISV, PayFac, or ISO)
Proven track record of managing B2B SaaS, e-commerce, or ERP ecosystem partnerships (e.g., tax compliance, EDI, e-commerce platforms)
Deep understanding of various payment ecosystems, including legacy players (Global Payments, Fiserv, TSYS) and modern platforms (Square, Payarc, Stripe)
Mastery of payments economics, including Interchange optimization, Schedule A pricing, risk/compliance, and embedded payments architecture
Demonstrable history of driving massive increases in processing volume, partner attachment rates, and recurring revenue
Exceptional contract negotiation skills, data-driven analytical abilities, and a "hunter" mentality applied to both account expansion and new partner acquisition
ETA CPP (Certified Payments Professional) designation (highly preferred)
Personify Cavallo’s Core Values (https://www.cavallo.com/values/)

Benefits

Comp & perks

Competitive Salary Package
Medical, Dental, Vision, Life and STD Insurance
4% 401(k) Employer Match
5 weeks PTO and Work/Life Synergy
Learning and Career Development Opportunities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

payments economicsInterchange optimizationSchedule A pricingrisk complianceembedded payments architectureB2B SaaS managemente-commerce partnershipsERP ecosystem partnershipscontract negotiationdata-driven analysis

Soft Skills

accountabilityleadershipanalytical abilitieshunter mentalitycollaborationtrainingcommunicationnegotiationstrategic thinkingproblem-solving

Certifications

ETA CPP (Certified Payments Professional)