Title: Manager, Technology & Software Alliances
US
Join a dynamic team at the pulse of global markets, where we deliver innovative software and service solutions for essential financial reporting and capital markets transactions. At DFIN, we are a values-driven organization that empowers you to build a fulfilling career while bringing your authentic self to work every day. Our “Win as One” mentality ensures that our team’s success is directly linked to Client, Shareholder and Employee Satisfaction.
Summary:
DFIN is seeking a Manager, Technology & Software Alliances to build and grow strategic partnerships across the enterprise software ecosystem. This highly commercial role is responsible for turning technology relationships and integrations into differentiated solutions, new customer opportunities, and measurable revenue growth.
You will identify and activate new partners, expand existing relationships, and develop joint go-to-market strategies across ERP, financial close and reporting, audit and compliance, cloud, AI, data, workflow, and other complementary technology platforms.
Working closely with DFIN Sales, Product, Engineering, Marketing, Customer Success, Legal, and Revenue Operations, you will connect partner strategy with field execution to generate partner-sourced and influenced pipeline and revenue.
Responsibilities:
- Identify, recruit, activate, and grow strategic technology and software partners aligned with DFIN's growth strategy.
- Develop and execute joint business plans, go-to-market strategies, value propositions, and sales plays with priority partners.
- Build executive-level relationships across partner sales, alliances, product, and technical organizations.
- Drive partner-sourced and influenced pipeline through account mapping, referrals, co-selling, and coordinated deal execution.
- Connect DFIN sellers and partner field teams around priority accounts, customer opportunities, and joint solutions.
- Collaborate with Product and Engineering to translate strategic integrations into differentiated customer value and repeatable sales motions.
- Lead partner enablement and field activation, including training, messaging, sales resources, and opportunity engagement.
- Partner with Marketing to execute joint campaigns, webinars, events, and demand-generation programs.
- Manage partner pipeline, business reviews, performance reporting, and growth plans.
- Measure results across pipeline, revenue, partner activation, co-sell opportunities, and integration adoption.
Qualifications:
- 8+ years of experience in software, SaaS, technology sales, strategic alliances, channel sales, business development, or related partner roles.
- Proven success building and growing partnerships that generate measurable pipeline and revenue.
- Experience developing joint go-to-market strategies, account plans, co-sell motions, and partner enablement programs.
- Strong understanding of enterprise software sales and complex, multi-stakeholder sales cycles.
- Ability to build credibility and influence across executive, sales, product, and technical stakeholders.
- Strong commercial judgment, negotiation, communication, presentation, and problem-solving skills.
- Demonstrated ability to lead cross-functional initiatives in a matrixed organization.
- Self-directed, results-oriented approach with a strong bias for action.
- Bachelor’s degree or equivalent combination of education and relevant professional experience.
- Ability to travel as business needs require.
Preferred Qualifications
- Experience building partnerships across ERP, financial close and reporting, audit and compliance, cloud, AI, workflow, or adjacent enterprise software.
- Experience working with ISVs, ERP providers, cloud platforms, systems integrators, VARs, or other SaaS ecosystem partners.
- Working knowledge of APIs and software integrations, with the ability to translate technical capabilities into customer and commercial value.
- Experience with referral, co-sell, reseller, marketplace, OEM, or integration partnership models.
It is the policy of Donnelley Financial Solutions to select, place, and manage all its employees without discrimination based on race, color, national origin, gender, age, religion, actual or perceived disability, veteran status, actual or perceived sexual orientation, genetic information or any other protected status.
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