Strategic Alliance Manager

M-Files

Strategic Alliance Manager driving business growth through partnerships and initiatives at M-Files. Engaging with partners to maximize mutual growth and align strategies in document management.

Posted 6/2/2026full-timeRemote • 🇺🇸 United StatesSeniorLeadWebsite

About the role

Key responsibilities & impact

**Summary of the Role**
The Strategic Alliance Manager (SAM) works across M-Files to drive sales and business growth by developing new and expanding existing business opportunities through strategic partnerships and partner ecosystems.
As the primary M-Files leader for assigned partners, you will be responsible for growing revenue, strengthening business development efforts, and building executive-level relationships while leading the development and execution of solutions, programs, and initiatives that support mutual growth objectives.
This role requires a deep understanding of partner ecosystems, strong sales and business development expertise, and the ability to align partner strategies with M-Files objectives. You will work cross-functionally across Sales, Marketing, Product, Services, and Executive Leadership to accelerate growth, increase partner adoption of M-Files solutions, and position M-Files as a preferred technology partner.
**Partner Growth & Business Development**
- Drive revenue growth across assigned partners supporting all sales motions, including sell-through, sell-with, sell-to, and managed services models.
- Develop and execute growth plans that align partner objectives with M-Files business goals.
- Identify, qualify, and create new business opportunities while continuing to expand existing partner relationships.
- Increase M-Files share of partner wallet and partner adoption across the M-Files product portfolio.
- Demonstrate a strong sense of urgency and accountability for growing joint partner business.
**Partner Ecosystem Leadership**
- Leverage deep experience across partner ecosystems, including Global and Regional Systems Integrators, Independent Software Vendors (ISVs), Distributors, Resellers, and Managed Service Providers.
- Build and sustain trusted relationships across all levels of partner organizations.
- Align partner strategies with M-Files objectives and drive adoption of M-Files as a preferred technology platform.
- Lead the identification and development of cross-partnership ecosystem opportunities and solutions.
**Sales & Revenue Execution**
- Meet or exceed quarterly and annual sales objectives.
- Drive sales process execution, opportunity progression, forecasting accuracy, and successful closure of partner-influenced opportunities.
- Maintain accurate forecasts and provide real-time updates to leadership regarding pipeline performance and business progression.
- Develop and execute compelling business plans that differentiate and strengthen the value of M-Files solutions.
- Lead virtual teams in creating and executing winning value propositions that align customer, partner, and M-Files business objectives.
- Coach joint sales teams on effective sales strategies and opportunity management.
**Strategic Planning & Market Development**
- Anticipate market, industry, and technology trends and use those insights to identify growth opportunities.
- Stay informed on partner business priorities, IT initiatives, and industry challenges to drive strategic business development efforts.
- Develop and maintain Partner Business Plans that accelerate long-term growth opportunities.
- Identify and drive new programs, business models, and go-to-market initiatives that support business growth.
**Solution Development & Innovation**
- Lead the identification of potential joint partner solutions and engage M-Files resources to develop innovative offerings.
- Leverage knowledge of the M-Files portfolio to create differentiated end-to-end solutions that address customer needs.
- Analyze business drivers, market opportunities, and risks to support the development of scalable growth strategies.
- Champion projects that support long-range strategic goals and objectives for both M-Files and its partners.
**Partner Relationship Management**
- Establish strong professional relationships and credibility with partner executives and key stakeholders.
- Serve as a trusted advisor on joint go-to-market strategies and partner growth initiatives.
- Clearly articulate M-Files value propositions and business outcomes to both business and technical audiences.
- Act as the internal advocate for assigned partners while representing M-Files externally.
- Maintain a high level of partner loyalty, trust, and engagement.
**Technology Leadership & Industry Expertise**
- Serve as a trusted advisor to partner technology and business leaders.
- Demonstrate thought leadership by helping partners apply technology to address evolving business challenges.
- Influence partner technology strategies to include M-Files as the technology of choice.
- Drive adoption of M-Files solutions across partner technical teams, industry vertical teams, and partner-led customer engagements.
- Leverage expertise across multiple industry verticals to identify new growth opportunities and create additional value for partners and customers.
**Leadership & Cross-Functional Influence**
- Provide leadership and direction to diverse, global, and decentralized virtual teams.
- Serve as a coach, mentor, and trusted advisor to internal stakeholders and partner communities.
- Drive process improvements and contribute to the development of new methods, programs, and business models.
- Act as a strategic contributor to the ongoing evolution of M-Files' partner ecosystem and growth strategy.

Requirements

What you’ll need

**Required Qualifications **
- Bachelor's Degree with preference given to advanced University degree or comparable experience
- 12+ years Partner leadership experience with and/or working for Global/Regional Systems Integrators, ISVs & Managed Service Providers
- 12+ years' direct sales or consulting experience
- 10+ years in developing new business opportunities and solutions with partners primarily at the CxO level
- 7+ years of complex project management expertise to include demonstrated ability to lead large, global, diverse and de-centralized virtual teams
- 7+ years of end-to-end IT industry experience with domain expertise in at least two industry verticals
- 7+ years of working for or with Distributor and/or Resellers
- 2+ years of formal leadership experience
**Participation in our Recruitment Process:**
- Initial Screening w/People & Culture Team Member
- Hiring Manager (Senior Director, Partner Management - North America)
- Additional Internal Stakeholder(s)
- Sales Team Member
**Completed Recruitment Process Time Investment for Applicant: ~Approx. 3hrs*

Benefits

Comp & perks

**Why M-Files?**
We are a global company with Finnish roots and a product we are incredibly proud of. By joining M-Files, you'll have the opportunity to contribute to our continued growth while helping organizations around the world transform how they manage information, automate workflows, and unlock business value through our context-first document management platform.
We're also proud to have recently been recognized as a Leader in the Gartner® Magic Quadrant™ for Document Management, a significant milestone that reflects our continued innovation, customer focus, and market momentum.
Our guiding principles of **Make It Happen**, **Help Others**, and **Love Customers** shape how we work together every day. Transparent communication, collaboration, and a strong team spirit are consistently recognized as strengths across our organization, helping create an environment where people can do their best work while making a meaningful impact.
**What We Offer: **
- As remote enabled company our employees enjoy the flexibility to establish their own life/work balance
- 10 paid holidays annually
- Unlimited PTO
- Matching 401K Plan (25% of employee's contribution up to the IRS max)
- Health insurance (PPO and HDHP/HSA plans offered)
- Dental insurance
- Vision insurance
- Life insurance (1x employee salary)
- Short-term disability (employer paid)
- Long-term disability (employer paid)
- Flexible Spending Plan (medical and dependent)

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

business developmentsales executionproject managementpartner relationship managementstrategic planningsolution developmentmarket developmentrevenue growthforecastingCxO level engagement

Soft Skills

leadershipcommunicationrelationship buildingcoachingmentoringstrategic thinkingcross-functional collaborationinfluenceaccountabilityurgency

Certifications

Bachelor's Degreeadvanced University degree