Description Senior Manager, Alliance Operations Location:

Remote, USA Employment Type:

Full-Time Benefits Offered:

Vision, Medical, Life, Dental, 401

K Gross Annual Base Salary:

USD 151,000 - 185,000

Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria. Summary The Senior Manager of Alliances Operations will architect, scale, and optimize the operational engine that powers our partner ecosystem. This is a high-impact role for an experienced operator who thrives at the intersection of strategy, systems, and execution. Additionally, this role will transform partner operations from a support function into a measurable growth lever. This role will own the tools, technology, processes, and AI-driven workflows that enable our partner organization to scale efficiently. Success in this role is measured by the ability to grow partner-sourced and partner-influenced pipeline through operational rigor, intelligent automation, and the thoughtful embedding of AI across the partner lifecycle - from recruitment and onboarding to co-selling, deal registration, and joint go-to-market execution. The ideal candidate location is based in central or east time zones. Primary Duties and Responsibilities Partner Ecosystem Scale & Strategy 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).\nPartner with Alliances leadership and Revenue Insights to define KPIs, dashboards, and reporting cadences that drive accountability and visibility into ecosystem health.\nPartner 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.\nIdentify and remove friction across the end-to-end partner journey - from joint account planning to delivery. Tools, Technology & Systems Manage marketplace listing operations and transaction workflows for Microsoft Partner Center, including private offers and deal registration.\nOwn 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.\nLead vendor evaluation, selection, implementation, and continuous optimization of partner-facing and internal alliances systems.\nWork 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.\nDrive system integrations that eliminate manual handoffs and create seamless workflows/handoffs across partners, sales, marketing, and customer success. Process Design & Operational Efficiency Architect scalable, repeatable processes for joint account planning, deal registration, co-sell motions, MDF management, and executive QBRs with strategic partners.\nStandardize workflows that accelerate enterprise deal velocity, improve forecast accuracy across long cycles, and increase partner-led pipeline contribution.\nImplement governance frameworks for channel conflict resolution, deal protection, and pipeline hygiene.\nContinuously measure, benchmark, and improve operational metrics. AI Integration & Automation Embed AI and intelligent automation across the partner lifecycle to drive scale, forecast accuracy, and deal intelligence in complex enterprise motions.\nDeploy AI-powered solutions for partner scoring, account-partner mapping at scale, opportunity matching, pipeline forecasting, content personalization, and partner enablement.\nPartner with Revenue Insights team to build AI-driven insights that surface high-propensity co-sell opportunities, at-risk partners, and whitespace across partner ecosystem.\nStay ahead of emerging AI capabilities and translate them into practical operational advantages for the Alliances function.

Pipeline Growth:

Sourced & Influenced Own the operational levers that maximize partner-sourced and partner-influenced pipeline as measurable contributions to company revenue.\nInfluence attribution models, tracking mechanisms, and reporting that accurately credit partner contribution across the deal lifecycle.\nPartner with Sales and Marketing Operations to ensure partner motions are integrated into the broader GTM forecasting and pipeline review cadence.\nDevelop programs and tooling that enable partners to drive joint pipeline at scale - account mapping, joint demand generation, executive alignment, and co-branded campaigns. Cross-Functional Leadership Serve as the operational bridge between Alliances, Sales Ops, Revenue Operations, Marketing, Finance, Legal, and IT.\nInfluence and align stakeholders across functions to deliver partner-impacting initiatives on time and at quality.\nMentor and develop a high-performing operations team as the function scales. Required Education and Experience Experience in B2B SaaS.\n5+ years of experience in a Sales or Alliance/Channel Operations role.\n5+ years of experience working within a Channel Management environment, working with Global partners.\n2+ years of experience in a direct management role.\nDemonstrated track record of scaling a partner ecosystem.\nDeep expertise with PRM platforms (e.g., PartnerCloud, PartnerStack, Crossbeam, Reveal) and Salesforce CRM, including partner community and partner data architecture.\nHands-on experience designing, deploying, and managing partner-facing technology stacks and the integrations that connect them to broader GTM systems.\nExperience designing processes that scale - partner onboarding, deal registration, co-sell, MDF, and incentive program operations.\nProficiency with Microsoft Office (Excel, PowerPoint).\nProven success building effective, sustainable working relationships internally and with partners. Preferred Education and Experience Bachelor's degree in a field such as Accounting, Business, Finance or equivalent work experience.\nFamiliarity with ecosystem-led growth platforms and modern partner data exchange tools (Crossbeam, Reveal, etc.).\nHands-on experience with generative AI tools and agentic workflows applied to GTM or partner operations.\nExperience supporting global partner programs across multiple regions and partner types. Knowledge, Skills, and Abilities Excellent written and oral communication skills, with strong ability to build and communicate business rationale.\nHighly organized and detail-oriented.\nAbility to work in a fast-paced, evolving environment.\nAbility to manage multiple tasks, projects, and responsibilities. Supervisory Responsibilities This position manages a team of Operations Specialists, delegating and balancing workloads, ensuring proper prioritization, and coaching and growing the skills of the team. Travel 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 AI 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\nCore value of customer success\nVariety of project work (not industry specific)\nStrong culture and camaraderie\nMultiple training opportunities Benefits at OneStream OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are: Excellent Medical Plan\nDental & Vision Insurance\nLife Insurance\nShort & Long-Term Disability\nVacation Time\nPaid Holidays\nProfessional Development\nRetirement Plan 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-PW1 #

LI-REMOTE

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