Director, Partnerships and Alliances

This is a fully remote position, open to applicants in Minnesota.

📋 Description

• Identify, source, and evaluate strategic partnership opportunities that align with Thomson Reuters' growth strategy.

• Evaluate partner capabilities, market reach, revenue potential, competitive overlap, and strategic alignment.

• Establish and nurture executive relationships with both current and potential partners.

• Negotiate and oversee commercial agreements that encompass capabilities, product roadmap integration, sales targets, and performance metrics.

• Develop Partner Business Plans that outline joint go-to-market priorities and resource commitments.

• Define commercial models for partners, including revenue sharing, licensing, and implementation fees.

• Design and implement collaborative go-to-market strategies, demand generation campaigns, vertical plays, and account-based engagement initiatives.

• Drive the creation of partner-sourced pipelines and achieve revenue targets.

• Generate initial traction and proof points with early customers, developing case studies and customer success stories.

• Monitor partnership performance, conduct quarterly business reviews, and drive corrective action plans as necessary.

• Track revenue, pipeline, customer success, and adoption metrics; report progress to leadership.

• Manage partner progression throughout the lifecycle, determining which partnerships should be scaled, maintained, or exited.

• Collaborate with Product teams to ensure that partner offerings are technically scoped and architecturally sound.

• Work alongside sales leadership on theater coverage, resource allocation, channel conflict resolution, and customer engagement strategies.

• Forecast revenue and report on partner-sourced pipeline; provide updates to leadership and Finance.

• Ensure accurate deal attribution and oversee revenue recognition and royalty calculations.

• Conduct ROI analysis and develop business cases for co-development, co-marketing, and incentive investments.

⛳️ Requirements

• A minimum of 7 years of experience in partnerships, alliances, or business development, preferably in technology, consulting, or professional services environments.

• Proven experience in negotiating and managing complex commercial agreements, such as strategic collaborations, co-development, or reseller agreements with enterprise partners.

• A demonstrated history of building partner-sourced pipelines and executing co-sell strategies in conjunction with direct sales teams.

• Strong executive presence with experience in cultivating and maintaining C-level relationships within partner organizations.

• Background in revenue forecasting, pipeline reporting, and financial accountability for partner- or channel-sourced business efforts.

• Excellent skills in cross-functional collaboration and negotiation.

• Ability to align stakeholders from Product, Sales, Finance, and Solutions Architecture around common objectives.

• Experience in legal, tax, audit, or professional services technology markets is a plus.

• Familiarity with cloud and AI ecosystem partner programs, such as AWS, Google Cloud, or Anthropic.

• Experience in designing or managing partner tiering and governance frameworks.

• An MBA or equivalent experience in strategy, business development, or management consulting is preferred.

🏝️ Benefits

• Flexible work arrangements, including the option to work from anywhere for up to 8 weeks each year.

• Supportive workplace policies under Flex My Way.

• Career development and skills enhancement programs through Grow My Way.

• Flexible vacation policies.

• Two company-wide Mental Health Days off.

• Access to the Headspace app.

• Retirement savings plans.

• Tuition reimbursement opportunities.

• Employee incentive programs.

• Resources for mental, physical, and financial wellbeing.

• Inclusion and belonging initiatives.

• Two paid volunteer days off each year.

• Opportunities for pro-bono consulting projects and ESG initiatives.

• Comprehensive health, dental, vision, disability, and life insurance programs.

• Competitive 401(k) plan with company matching.

• Generous vacation, sick, and safe paid time off policies.

• Paid holidays, including two dedicated mental health days.

• Parental leave options.

• Sabbatical leave opportunities.

• Optional hospital, accident, and sickness insurance available.

• Optional life and AD&D insurance coverage.

• Flexible Spending and Health Savings Accounts.

• Fitness reimbursement program.

• Employee Assistance Program.

• Group Legal Identity Theft Protection benefit.

• 529 Plan for education savings.

• Commuter benefits available.

• Adoption & Surrogacy Assistance programs.

• Employee Stock Purchase Plan.