Partner Alliance Manager

What Is Box?

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It's the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more.

Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.

Why Box Needs You

Box is looking for a Partner Alliance Manager (PAM) to own and grow our most strategic Systems Integrator (SI) partnerships. In this role, you will be the primary relationship owner for a focused portfolio of SI partners driving joint revenue, co-selling motions, and deep technical alignment between Box and our partner ecosystem.

You will sit at the intersection of sales, product, and strategy, advising partners on Box's evolving platform. This is a high-impact, high-visibility role for someone who thrives in a consultative, relationship-driven environment and has a proven track record of building and scaling SI partnerships that deliver measurable business outcomes.

What You'll Do

• Own the full partner lifecycle for a portfolio of 2-4 SI partners
• Drive co-selling motions including account mapping, opportunity identification, and multi-touch engagement strategies to generate partner-sourced and partner-influenced revenue alongside joint go-to-market strategies
• Collaborate with SI partners to develop joint solutions that integrate Box's Intelligent Content Management platform into partner-led customer engagements.
• Lead co-marketing initiatives and partner enablement programs to increase Box's visibility and technical competency within each partner organization.
• Provide strategic guidance to partners on Box's product roadmap and competitive positioning to strengthen partner confidence and advocacy.
• Serve as the internal voice of the partner, aligning cross-functional Box teams - including Sales, Product, and Marketing - around partner priorities and joint opportunities.
• Maintain accurate pipeline and forecast data, delivering regular reporting on partner performance and growth metrics to leadership.
• Represent Box at partner events, industry conferences, and joint customer engagements while staying current on SI market trends, competitive dynamics, and regional customer needs.

Who You Are

We are an AI-first company. This means you approach your work with a growth mindset and find ways to leverage AI to help make faster, smarter decisions that will 10X your impact at Box.

Required Skills

• 7+ years in partner management, channel sales, or SI-focused business development within SaaS or cloud.
• Proven success building and growing strategic partner relationships.
• Strong understanding of SI business models, services practices, and co-sell motions.
• Ability to influence executives and drive alignment across complex organizations.
• Experience working with resellers, distributors, SIs, cloud marketplaces, and ISVs.
• Strong business planning, forecasting, and pipeline management skills.
• Salesforce proficiency and comfort with partner-attached pipeline.
• Self-directed, strategic, and able to manage multiple partners simultaneously.
• Based in the US with ~25% travel.

Preferred Skills

• Knowledge of the ECM ecosystem and an established network within SI partner organizations that service platforms such as OpenText, IBM, OnBase, or iManage.
• Prior PAM or SI partner management experience.
• Familiarity with SaaS indirect sales motions and cloud marketplaces.
• Experience developing partner practices across multiple regions or segments.
• Knowledge of content management, security, collaboration, or digital transformation solutions.
• Ability to leverage AI tools to drive smarter decisions and greater impact across partner operations.

Success Metrics

• Growth in partner-sourced and partner-influenced ARR.
• Strength and execution of joint business plans.
• Partner capability maturity and practice development progress.
• Co-sell pipeline creation and progression.
• Forecast accuracy and partner governance discipline.
• Field and partner satisfaction with partnership impact.

Additional information

Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.

At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high-performing workforce that reflects the world we live in. If you are head-over-heels about this role but unsure if you meet all the requirements, we encourage you to apply!