Director Partnerships and Alliances

Thomson Reuters•Eagan, MN

2d•$199,500 - $370,500•Remote

About The Position

This role is central to Thomson Reuters' partnerships with influential technology, consulting, and AI organizations, with accountability for their success. As a Partner Development Manager on the Partnerships & Alliances team, you will manage the full lifecycle of strategic partnerships, from identifying and prospecting high-potential partners to negotiating agreements, driving go-to-market execution, and ensuring partners deliver committed outcomes. This is a hunter, builder, and operator role, involving closing strategic agreements, cultivating partnerships by aligning with Product on roadmaps, Sales on theaters and targets, building offerings and enablement, and driving market traction. You will also monitor performance, hold partners accountable, evolve partnerships as markets change, and scale successful initiatives. The role spans Legal Transformation, Tax & Audit Transformation, and Embedded Partnerships theaters, requiring collaboration with Product, Sales, and Finance Marketing throughout the partnership lifecycle.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
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.
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.

Benefits

Flex My Way policies designed to help manage personal and professional responsibilities.
Work from anywhere for up to 8 weeks per year.
Continuous learning and skill development opportunities.
Grow My Way programming.
Skills-first approach.
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.
Two paid volunteer days off annually.
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.
Access to Employee Stock Purchase Plan.