Director Partnerships and Alliances

As a Partner Development Manager on our Partnerships & Alliances team, you are responsible for the full lifecycle and success of our most strategic partnerships: from identifying and prospecting high-potential partners, to negotiating strategic agreements, to driving go-to-market execution and holding partners accountable to delivering committed outcomes.

You're responsible for partnership success. You'll close strategic agreements with high-potential partners. Then you'll cultivate those partnerships: align with Product on roadmap, align Sales on theaters and targets, build offerings and enablement, and drive to market traction. Then you'll stay in the relationship - monitoring performance, holding partners accountable, evolving the partnership as markets change, and scaling what works. You work across Legal Transformation, Tax & Audit Transformation, and Embedded Partnerships theaters, partnering closely with Product, Sales, and Finance Marketing throughout the partnership lifecycle.

This is a hunter role, a builder role, and an operator role all in one. You close deals, you build market motion, and you sustain partnerships over years.
** Key Responsibilities
**** Strategic Partnership Sourcing & Opportunity Identification
*** Actively source, identify, and evaluate new strategic partnership opportunities aligned to TR's growth strategy and segment focus; build the partnership portfolio through continuous market intelligence and relationship development.
* Assess partner capabilities, market reach, and revenue potential; conduct capability assessments and competitive overlap analysis to determine strategic fit; make recommendations on which partners warrant investment vs. lighter-touch approaches.
* Build and maintain strategic executive relationships with current and prospective strategic partners; establish credibility as a trusted advisor; position TR as partner of choice in key markets.
** Partnership Agreement Negotiation & Strategy
*** Negotiate and manage commercial agreements; establish clear terms around capabilities, product roadmap integration, sales targets, and performance metrics.
* Create Partner Business Plans that establish alignment on how partner capabilities address theater-specific customer needs; define joint go-to-market priorities and resource commitments.
* Define partner commercial models (revenue-share, licensing, implementation fees, etc.) and ensure both organizations are aligned on monetization; work with Finance on complex deal structures.
** Go-to-Market Execution & Pipeline Development
*** Design and execute joint go-to-market strategies with partners, including demand generation campaigns, vertical-specific plays, and account-based engagement tied to partner strengths.
* Responsible for partner-driven pipeline creation and revenue targets within assigned theater; drive partner relationships and customer engagement to hit revenue goals however best serves the market.
* Build initial traction and proof points; work with early customers to demonstrate offering value; create case studies and customer success stories that enable Sales to scale the motion.
** Partnership Performance & Accountability
*** Track partnership performance against commitments; conduct quarterly business reviews; identify gaps and drive corrective action plans with partner and TR leadership.
* Monitor revenue, pipeline, customer success, and adoption metrics; report progress to leadership; escalate risks and opportunities.
* Lead partner progression through lifecycle; determine which partnerships are scaled, held, or exited based on performance and strategic fit.
** Cross-Functional Alignment & Resource Management
*** Become an expert in how your strategic partners operate - their business model, go-to-market priorities, internal incentive structures, and what they're actually incentivized to sell.
* Work with Product to ensure partner offerings are technically scoped and architecturally sound before committing to delivery; resolve misalignments between partner commitments and product capacity.
* Coordinate with sales leadership on theater coverage and resource allocation; prevent channel conflict; ensure coordinated customer engagement across multiple TR touchpoints.
** Financial Accountability & Reporting
*** Responsible for revenue forecasting and pipeline reporting for partner-sourced business; provide regular updates to leadership and Finance on progress against partner targets and partnership health.
* Ensure accurate deal…