Director Partnerships and Alliances

Job Description

What if your next role put you at the center of Thomson Reuters' partnerships with the world's most influential technology, consulting, and AI organizations — and you were accountable for whether those partnerships succeeded or failed?

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 attribution; track partner-sourced revenue vs. direct sales; manage complex revenue recognition and royalty calculations for multi-partner deals.

Drive ROI analysis on partner investments; make business cases for co-development resource allocation, co-marketing spend, and incentive structures based on revenue impact and strategic value.

Required Qualifications

7+ years of experience in partnerships, alliances, or business development, ideally with technology, consulting, or professional services partners.

Demonstrated experience negotiating and managing complex commercial agreements (e.g., strategic collaboration, co-development, or reseller agreements) with enterprise partners.

Proven track record building partner-sourced pipeline and executing co-sell motions in close collaboration with direct sales teams.

Strong executive presence, with experience building and maintaining C-level relationships at partner organizations.

Experience with revenue forecasting, pipeline reporting, and financial accountability for partner or channel-sourced business.

Excellent cross-functional collaboration and negotiation skills, with the ability to align Product, Sales, Finance, and Solutions Architecture stakeholders around shared goals.

Preferred Qualifications

Experience in legal, tax, audit, or professional services technology markets.

Familiarity with cloud and AI ecosystem partner programs (e.g., AWS, Google Cloud, Anthropic).

Experience designing or operating partner tiering and governance frameworks.

MBA or equivalent experience in strategy, business development, or management consulting.

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What’s in it For You?

Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.

Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.

Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.

Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.

Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social,