Director, Partnership & Alliances

Director, Partnership & Alliances - Corporates

The Director for Corporates within the Partnerships & Alliances (P&A) team is a people manager role where you will lead a team of individual contributors focused on driving partnership growth and revenue within the Corporates Enterprise segment. Reporting directly to the VP of P&A Corporates, you are a key member of the leadership team responsible for developing and executing partnership strategies that accelerate market penetration, expand revenue opportunities, and deliver exceptional value to Corporate s customers.

This role is pivotal in building and scaling strategic partnerships that align with TR's corporate business objectives. You will lead partner sales and partner development, influence cross-functional stakeholders, and create frameworks that optimize partner performance and contribution to revenue growth. Your leadership will be essential in achieving TR's goal of a 3x increase in P&A sales contribution by 2028, with a specific focus on the Corporates segment.

You will collaborate closely with Sales, Product, Marketing, Commercial Excellence, Finance, Legal, and Partner Operations teams to embed partnerships at the core of our Corporates go-to-market strategy. Your work will ensure scalable, measurable, and customer-centric partnership growth that drives innovation and competitive advantage in the Corporate market.

The successful candidates will ideally be based in one of our hub locations in Minneapolis, Dallas or New York and work in a hybrid environment, spending a minimum of 3 days per week in office. We are open to a remote work arrangement for the right candidate.

In this opportunity as Director, Partnerships & Alliances - Corporates, you will:

• Hire, onboard, and develop a high-performing team of partnership professionals, conducting performance reviews, creating career development paths, and fostering a culture of collaboration and excellence.
• Provide strategic direction and coaching to team members, ensuring alignment with business priorities and partnership objectives including a sales quota.
• Build team capabilities in partner management, sales, and strategic relationship development.

• Drive partner-sourced and co-selling revenue growth within the Corporates segment through strategic partner identification, recruitment, enablement, and ongoing performance management.
• Develop and execute joint business plans with strategic partners, establishing clear revenue targets, co-selling motions, and success metrics.
• Enable partners to effectively position, sell, and deliver TR solutions to Corporate customers through training, sales tools, marketing resources, and ongoing support.
• Identify and cultivate new partnership opportunities that expand market reach and accelerate customer acquisition in the Corporates segment.
• Monitor partner pipeline health, forecast accuracy, and revenue contribution, implementing interventions to drive performance improvement.

• Serve as a strategic advisor and business partner to the Corporates Sales organization, ensuring partners are integrated into territory planning, account strategies, and sales execution.
• Influence and collaborate with Product, Marketing, Pricing, Legal, Deal Desk, and Commercial Excellence teams to optimize partner programs, remove barriers, and accelerate deal velocity.
• Champion partner needs and perspectives across the organization, advocating for partner-friendly policies, processes, and investments.
• Lead cross-functional initiatives to improve partner experience, reduce friction in the partner journey, and enhance time-to-value for partners and customers.
• Establish governance mechanisms and cadences with key stakeholders to ensure alignment, accountability, and continuous improvement.

• Define and refine partnership strategies, playbooks, and best practices specific to the Corporates segment and market dynamics.
• Establish KPIs and reporting frameworks to measure partner contribution, ROI, and program effectiveness, using data-driven insights to inform strategy adjustments.
• Identify market trends, competitive dynamics, and customer needs that inform partnership strategy and innovation opportunities.
• Support the VP of P&A Corporates in strategic planning, executive reporting, and leadership team initiatives.

You're a fit for the role of Director, Partnerships & Alliances - Corporates if your background includes:

• Bachelor's degree in Business, Marketing, or related field; MBA or advanced degree preferred.
• 10+ years' experience in partnerships, alliances, channel sales, business development, or related roles, preferably within enterprise software or B2B technology.
• 5+ years of people management and leadership experience, with a proven track record of building and developing high-performing teams.
• Demonstrated success in driving partner-sourced revenue growth and building…