Alliance Partner Manager

Job description

Novara provides safety, operational risk management, and sustainability software that empowers organizations to identify and resolve issues before they become incidents. Through the Flex and Risk Management Center platforms, Novara helps organizations manage operational risk proactively with a system they can configure to fit their operations, data that unifies risk and safety intelligence, and tools that increase workforce participation. Novara’s combination of software, training, and AI-powered tools put people and safety first while protecting critical operations. **Position Description:** Novara is experiencing significant growth, and we are expanding our Business Development/Partnership team to accelerate that growth. The Alliance Partnerships Manager is a strategic member of the team responsible for driving partner-sourced opportunity and lead development across Novara’s partner ecosystem. This role will actively manage and grow relationships with existing partners, with a primary focus on insurance brokers and carriers, while also engaging safety consulting firms, associations, SaaS companies, and technology consultants. The right candidate will be highly active in calls, emails, meetings, demos, and follow-up across the current partner network, with a growth mindset both within existing partners and new partner prospects. The primary production metric for this role is opportunity and lead development. Success will be measured by the ability to create qualified opportunities, expand partner engagement, and maintain consistent pipeline activity. The Alliance Partnerships Manager should expect to own the majority of lead development efforts within the partner ecosystem, while the Vice President of Partnerships continues to supplement lead flow through established relationships. This role also requires a strong ability to learn the FLEX software platform and confidently demo the tool to partners and referred prospects. The ideal candidate will be comfortable representing Novara externally, building trust with partners, and turning those relationships into measurable pipeline growth. ### Responsibilities: - **Partnership Development**:Build, manage, and grow strong relationships across Novara’s partner ecosystem to drive referrals and opportunity creation. Serve as the primary point of contact for partner outreach, follow-up, and ongoing relationship management. Work to expand existing partner relationships while identifying and developing new partnership opportunities. - **Lead and Opportunity Development:**Drive partner-sourced lead generation through consistent outreach, relationship-building, and follow-through. Maintain a strong cadence of calls, emails, and partner meetings to create qualified opportunities for the AE team. Collaborate closely with the Vice President of Partnerships to ensure consistent lead flow and pipeline coverage. - **Product Demos and Partner Enablement:** Learn the FLEX software platform thoroughly and become confident leading product demonstrations for partners and referred prospects. Represent Novara in a way that clearly communicates the value of the platform and its fit for compliance, safety, and risk professionals. - **Content Creation and Marketing:**Support partner-facing content efforts as needed, including newsletters, client success stories, testimonials, and co-marketed webinars. Collaborate with the marketing team to support partner engagement initiatives that help drive awareness and referrals. - **Event Participation**:Travel to industry conferences, networking events, partner meetings, and other relevant gatherings to represent Novara, deepen existing relationships, and identify new partnership opportunities. - **Internal Coordination**: Serve as a liaison between the partners and internal teams, ensuring that partners receive the support they need. Oversee and track the success of partnership-driven initiatives and provide feedback for continuous improvement. ### Knowledge, Experience, Requirements: - Experience in business development, partnership management, or a related role, preferably within the EHS, Insurance, SaaS, or broader B2B ecosystem. - Demonstrated ability to generate opportunities through outbound activity, relationship management, and partner development. - Strong communication and interpersonal skills, with the ability to build trust and maintain momentum across multiple partner relationships. - Confidence presenting and demoing software to partners and referred prospects. - Ability to manage a high-volume outreach cadence and multiple priorities at once. - Willingness to travel for business events, conferences, and partner meetings. - Proficient with modern tools and technologies such as Salesforce, ZoomInfo, LinkedIn Sales Navigator, and the MS Office suite, including Outlook, Word, Excel, and PowerPoint. - Positive attitude and strong team orientation. ### Performance Expectations: - Approximately 125 calls/emails (“activities”) per week - Approximately 5 partner meetings per week - Once fully ramped, at least $50,000 per week in opportunities generated ### Success Criteria: - Ambitious: You define success clearly, work with urgency, and consistently push toward measurable goals. - Responsive: You maintain a high level of activity across calls, emails, and meetings to keep partner relationships moving forward. - Commercially minded: You focus on creating qualified opportunities and translating partner activity into pipeline. - Strategic: You recognize both existing relationship opportunities and new partner development potential. - Confident: You can learn the platform and comfortably demo it to partners and referred prospects. - Collaborative: You work effectively with the Vice President of Partnerships, AEs, marketing, and other internal stakeholders. ### Compensation: Annual Base Salary Range of 100k-125k Annual Bonus Opportunity of 10%