Note: The job is a remote job and is open to candidates in USA. OneStream Software is a leading company in the finance technology sector, and they are seeking a Senior Manager of Alliance Operations. This role involves architecting and optimizing the operational engine for the partner ecosystem, transforming partner operations into a growth lever while managing tools, technology, and processes for scalability.
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
- Multiple training opportunities
Company Overview