Director, Partnership & Alliances

Thomson Reuters • Eagan, MN

1d • Hybrid

About The Position

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 Corporates 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. In this opportunity as Director, Partnerships & Alliances - Corporates, you will: People Management & Leadership 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. Partner Sales & 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. Cross-Functional Influence & Collaboration 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. Strategy & Operations 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.

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.
• Excellent communication, negotiation, and conflict resolution skills with a collaborative, win-win mindset.
• Ability to travel as needed to support partner and business requirements.

Nice To Haves

• Keen interest in AI technologies and proficiency in leveraging AI tools to enhance productivity and effectiveness.

Responsibilities

• 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.

Benefits

• 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, and Governance (ESG) initiatives.
• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
• 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; and access to Employee Stock Purchase Plan

What This Job Offers

• Job Type: Full-time
• Career Level: Director