Note: The job is a remote job and is open to candidates in USA. OneStream Software is a company that empowers finance teams to steer their business towards the future with its enterprise finance platform. The Senior Manager of Alliances Operations will architect and optimize the operational engine that powers the partner ecosystem, transforming partner operations into a measurable growth lever while managing tools, technology, and processes to drive efficiency and pipeline growth.
Responsibilities
- Design and execute the operational roadmap to scale the partner ecosystem across resellers, GSI’s (Accenture, PwC, Deloitte, etc), Regional SI’s, and technology alliances/hyperscalers (i.e. Microsoft)
- Partner with Alliances leadership and Revenue Insights to define KPIs, dashboards, and reporting cadences that drive accountability and visibility into ecosystem health
- Partner with Alliances Program team to operationalize partner programs, GSI joint business plans, co-sell motions, marketplace go-to-market strategies and incentive models, ensuring scalability from day one
- Identify and remove friction across the end-to-end partner journey - from joint account planning to delivery
- Manage marketplace listing operations and transaction workflows for Microsoft Partner Center, including private offers and deal registration
- Own the partner technology stack, including PRM, deal registration, MDF management, partner portals, ecosystem data platforms, and integrations with CRM (Salesforce), marketing automation, and BI tools
- Lead vendor evaluation, selection, implementation, and continuous optimization of partner-facing and internal alliances systems
- Work with Revenue Insights team to establish a single source of truth for partner data, including account mapping, partner contacts, joint pipeline, and co-sell touchpoints - ensuring data integrity, governance, and trusted reporting
- Drive system integrations that eliminate manual handoffs and create seamless workflows/handoffs across partners, sales, marketing, and customer success
- Architect scalable, repeatable processes for joint account planning, deal registration, co-sell motions, MDF management, and executive QBRs with strategic partners
- Standardize workflows that accelerate enterprise deal velocity, improve forecast accuracy across long cycles, and increase partner-led pipeline contribution
- Implement governance frameworks for channel conflict resolution, deal protection, and pipeline hygiene
- Continuously measure, benchmark, and improve operational metrics
- Embed AI and intelligent automation across the partner lifecycle to drive scale, forecast accuracy, and deal intelligence in complex enterprise motions
- Deploy AI-powered solutions for partner scoring, account-partner mapping at scale, opportunity matching, pipeline forecasting, content personalization, and partner enablement
- Partner with Revenue Insights team to build AI-driven insights that surface high-propensity co-sell opportunities, at-risk partners, and whitespace across partner ecosystem
- Stay ahead of emerging AI capabilities and translate them into practical operational advantages for the Alliances function
- Own the operational levers that maximize partner-sourced and partner-influenced pipeline as measurable contributions to company revenue
- Influence attribution models, tracking mechanisms, and reporting that accurately credit partner contribution across the deal lifecycle
- Partner with Sales and Marketing Operations to ensure partner motions are integrated into the broader GTM forecasting and pipeline review cadence
- Develop programs and tooling that enable partners to drive joint pipeline at scale - account mapping, joint demand generation, executive alignment, and co-branded campaigns
- Serve as the operational bridge between Alliances, Sales Ops, Revenue Operations, Marketing, Finance, Legal, and IT
- Influence and align stakeholders across functions to deliver partner-impacting initiatives on time and at quality
- Mentor and develop a high-performing operations team as the function scales
Skills
- Experience in B2B SaaS
- 5+ years of experience in a Sales or Alliance/Channel Operations role
- 5+ years of experience working within a Channel Management environment, working with Global partners
- 2+ years of experience in a direct management role
- Demonstrated track record of scaling a partner ecosystem
- Deep expertise with PRM platforms (e.g., PartnerCloud, PartnerStack, Crossbeam, Reveal) and Salesforce CRM, including partner community and partner data architecture
- Hands-on experience designing, deploying, and managing partner-facing technology stacks and the integrations that connect them to broader GTM systems
- Experience designing processes that scale - partner onboarding, deal registration, co-sell, MDF, and incentive program operations
- Proficiency with Microsoft Office (Excel, PowerPoint)
- Proven success building effective, sustainable working relationships internally and with partners
- Bachelor's degree in a field such as Accounting, Business, Finance or equivalent work experience
- Familiarity with ecosystem-led growth platforms and modern partner data exchange tools (Crossbeam, Reveal, etc.)
- Hands-on experience with generative AI tools and agentic workflows applied to GTM or partner operations
- Experience supporting global partner programs across multiple regions and partner types
Benefits
- Vision
- Medical
- Life
- Dental
- 401K
- Additional variable compensation and benefits may apply.
- Excellent Medical Plan
- Dental & Vision Insurance
- Life Insurance
- Short & Long-Term Disability
- Vacation Time
- Paid Holidays
- Professional Development
- Retirement Plan
Company Overview