Senior Partner Manager – Legal Corporate Partnerships

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

📋 Description

• Take ownership of sales execution and booking objectives for the Legal reseller and distribution channel within the designated Americas region.

• Promote partner-led sales initiatives, co-selling, distributing, referrals, and select direct sales strategies.

• Establish sales governance, manage the progression of deals, and coordinate engagements with TR, partners, and customers.

• Formulate a theater strategy informed by market dynamics, competitive landscape, legal purchasing behavior, customer segments, geography, and reseller coverage.

• Align channel and direct sales coverage with TR account teams while resolving conflicts that may arise.

• Cultivate relationships with senior executives at reseller and distributor organizations.

• Drive the creation and execution of reseller-driven pipelines across resale, referral, and co-selling opportunities.

• Design integrated TR and reseller solutions, encompassing scope, pricing, discounts, positioning, and deal progression.

• Enhance deal velocity and success rates by early qualification and eliminating obstacles to closure.

• Oversee deal registration, partner attribution, sales marking, forecasting, and reporting processes.

• Manage quote-to-order execution in collaboration with resellers and distributors, working closely with Deal Desk, Finance, and Contracts.

• Act as the primary relationship owner for theater resellers and distributors on a day-to-day basis.

• Onboard and nurture new resellers while conducting business reviews.

• Equip partners with deal support, joint selling opportunities, customer introductions, marketing materials, training, certifications, demo environments, and field resources.

• Assess partner performance in terms of bookings, pipeline, certifications, deal quality, and customer success.

• Implement theater-specific go-to-market strategies, joint marketing campaigns, vertical initiatives, account-based marketing efforts, and strategic growth plans for key accounts.

• Monitor and report metrics such as sales figures, pipeline status, win rates, deal sizes, cycle times, productivity, forecasts, risks, and opportunities.

• Share insights regarding customers and market trends with leadership, PDMs, PSAs, and Product teams.

⛳️ Requirements

• A bachelor’s degree in a relevant field or comparable practical experience.

• Over 5 years of experience in partner or channel sales, reseller or distributor management, alliance management, or enterprise sales.

• Proven track record of meeting or exceeding sales quotas.

• Demonstrated success in selling through resellers, distributors, VARs, or other indirect channels within B2B software or professional services.

• Experience managing partner margins, discount structures, and pricing strategies.

• Background in executing co-sell and partner-led sales initiatives with significant consulting, technology, or channel partners.

• Proficient in Salesforce, deal registration, and partner attribution processes.

• Strong discipline in pipeline management and forecasting.

• Ability to foster relationships with senior executives at partner organizations and enterprise clients.

• Capability to manage multiple partner relationships across different tiers.

• Skill in collaborating effectively with product, marketing, finance, and deal desk teams.

• Excellent communication skills in both customer and partner contexts.

• Preferred: experience in selling to legal, tax, audit, or professional services sectors.

• Preferred: experience in managing channel conflicts and partner program frameworks, including partner tiers, rebates, incentives, market development funds, and certifications.

• Preferred: familiarity with legal technology or legal information resellers and distributors throughout the Americas.

• Preferred: understanding of AI-enabled or emerging technology partnerships and cloud marketplace procurement models.

• Preferred: prior experience in a partner development, alliance, or channel management role.

🏝️ Benefits

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

• Programs for personal growth and skills development through Grow My Way.

• Flexible vacation policies.

• Two company-wide Mental Health Days off.

• Access to the Headspace app.

• Retirement savings options.

• Tuition reimbursement opportunities.

• Employee incentive programs.

• Resources for mental, physical, and financial well-being.

• Two paid volunteer days off each year.

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

• 401(k) plan with a company match.

• Paid sick and safe time off.

• Paid holidays, including two company mental health days off.

• Parental leave benefits.

• Sabbatical leave options.

• Optional hospital, accident, and sickness insurance.

• Optional life and AD&D insurance.

• Flexible Spending and Health Savings Accounts.

• Fitness reimbursement programs.

• Employee Assistance Program availability.

• Group Legal Identity Theft Protection.

• 529 Plan options.

• Commuter benefits.

• Adoption & Surrogacy Assistance programs.

• Employee Stock Purchase Plan.

• Annual bonus based on enterprise and individual performance.