Director, Legal Partnerships & Alliances

Thomson Reuters•Eagan, MN

3d•Hybrid

About The Position

The Director, Partnerships & Alliances – Corporates Legal is an individual contributor role within the Partnerships & Alliances (P&A) team, focused on driving partnership growth and revenue within the Corporates Enterprise segment, with a specific focus on the legal solutions portfolio. Reporting directly to the VP of P&A Corporates, you are a key contributor responsible for developing and executing partnership strategies that accelerate market penetration, expand revenue opportunities, and deliver exceptional value to Corporate legal department customers. This role is pivotal in building and scaling strategic partnerships that align with TR's corporate business objectives. You will drive partner sales and partner development within the Corporates segment, influence cross-functional stakeholders, and execute frameworks that optimize partner performance and contribution to revenue growth. Your contributions 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 legal 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 legal market.

Requirements

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 scalable partnership programs in enterprise or corporate segments.
Strong executive presence and ability to influence senior stakeholders across sales, product, and business functions in matrixed organizations.
Excellent customer-facing and relationship-building skills, with the ability to establish credibility and trust with partners and internal stakeholders.
Strategic thinker with strong business acumen and the ability to translate market insights into actionable partnership strategies.
Proven ability to navigate complexity, drive cross-functional alignment, and execute in fast-paced, dynamic environments.
Experience working in global organizations and managing partnerships across diverse geographies and cultures.
Strong analytical and problem-solving skills, with comfort using data to drive decisions and measure impact.
Keen interest in AI technologies and proficiency in leveraging AI tools to enhance productivity and effectiveness.
Excellent communication, negotiation, and conflict resolution skills with a collaborative, win-win mindset.
Ability to travel as needed to support partner and business requirements.

Responsibilities

Drive partner-sourced and co-selling sales growth within the Corporates legal segment through strategic partner identification, recruitment, enablement, and ongoing performance management.
Prospect new partnership opportunities with both new and existing partners to build a strong partner pipeline.
Maintain a clean and up-to-date pipeline, targeting 3–4x coverage of sales targets on a monthly and quarterly basis.
Develop and execute joint business plans with strategic partners, establishing clear sales targets, co-selling motions, and success metrics.
Enable partners to effectively position, sell, and deliver TR legal solutions to Corporate legal department customers through training, sales tools, marketing resources, and ongoing support.
Lead the full partner sales cycle for major accounts (companies with revenues of $500M+), from initial partner contact and account planning through deal closing and renewal.
Monitor partner pipeline health, forecast accuracy, and revenue contribution, implementing interventions to drive performance improvement.
Meet or exceed revenue targets and sales quota.
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.
Maintain accurate and up-to-date records of all sales and partner activities in Salesforce, and provide reliable sales forecasts.
Engage in direct client and partner meetings in person or via platforms such as MS Teams.
Define and refine legal partnership strategies, playbooks, and best practices specific to the Corporates legal segment and territory 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 within the corporate legal space that inform partnership strategy and innovation opportunities.
Develop and execute account plans for new and existing partner accounts.

Benefits

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.
Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
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.
Flexible vacation
Two company-wide Mental Health Days off
Access to the Headspace app
Retirement savings
Tuition reimbursement
Employee incentive programs
Resources for mental, physical, and financial wellbeing.
Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
Two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Market competitive health, dental, vision, disability, and life insurance programs
Competitive 401k plan with company match
Competitive vacation, sick and safe paid time off
Paid holidays (including two company mental health days off)
Parental leave
Sabbatical leave
Optional hospital, accident and sickness insurance paid 100% by the employee
Optional life and AD&D insurance paid 100% by the employee
Flexible Spending and Health Savings Accounts
Fitness reimbursement
Access to Employee Assistance Program
Group Legal Identity Theft Protection benefit paid 100% by employee
Access to 529 Plan
Commuter benefits
Adoption & Surrogacy Assistance
Tuition Reimbursement
Access to Employee Stock Purchase Plan