Director, Alliance Operations

Build and lead a team of Alliance Operations Managers and/or Specialists, delegating and balancing workloads, ensuring proper prioritization, and coaching and growing the skills of the team. Own hiring, performance management, and career development for the team. Set and measure each team member against annual goals to ensure growth and advancement in skills and contribution, and develop the function's org structure as headcount scales.

• Own the multi-year operational strategy and roadmap to scale the partner ecosystem across resellers, GSI’s (Accenture, PwC, Deloitte, etc), Regional SI’s, and technology alliances/hyperscalers (i.e. Microsoft), and present that strategy to executive leadership.
• 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.
• Own the Alliance Operations budget, including tooling and vendor spend, and build the business case for new systems, integrations, and headcount as the ecosystem scales.

• 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.
• Set the multi-year technical architecture strategy for the partner technology stack, in partnership with IT and Sales Ops leadership, including build-vs-buy and platform consolidation decisions.
• 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.
• Establish operational SLAs and executive escalation paths for high-stakes GSI and hyperscaler engagements, and personally engage on the most complex escalations.
• Continuously measure, benchmark, and improve operational

• 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.
• Represent Alliance Operations in QBRs and planning reviews with senior Sales, Marketing, Finance, and executive leadership, and own the operational narrative for partner-sourced and partner-influenced revenue.
• Build, lead, and develop a high-performing Alliance Operations team — including people managers as the function scales — and own hiring, performance management, and career development for the team.

• Bachelor’s degree in field such as Accounting, Business, Finance or equivalent work experience.
• Experience in a SaaS/B2B company
• 7+ years experience in a Sales or Alliance/Channel Operations role
• 7+ years working within a Channel Management environment, working with Global partners
• 4+ years in a direct management role, including experience managing people managers or a team of 5+ FTEs
• Demonstrated track record of scaling a partner ecosystem
• Experience owning a department or function budget, and building business cases for headcount or technology investment presented to senior leadership.
• 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.

• Experience in a SaaS/B2B company
• 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.

• Excellent written and oral communication skills, with strong ability to build and communicate business rationale.
• Highly organized and detail-oriented.
• Ability to work in a fast-paced, evolving environment.
• Ability to manage multiple tasks, projects and responsibilities.

Travel Requirement: Ability and willingness to travel up to 15%.

Who We Are
OneStream is how today’s Finance teams can go beyond just reporting on the past and Take Finance Further™ by steering the business to the future. It’s the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com.

Why Join The OneStream Team
• Transparency around corporate structure, salary, and benefits
• Core value of customer success
• Variety of project work (not industry-specific)
• Strong culture and camaraderie
• Multiple training opportunities

All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.

OneStream is an Equal Opportunity Employer.

#LI-JB1 #LI-Hybrid