Senior Principal Partner Alliances Manager

OneTrust•Atlanta, GA

5d•$151,900 - $203,000•Hybrid

About The Position

OneTrust is hiring a strategic, commercially minded leader to build and scale a high-impact technology alliances motion that strengthens our platform and accelerates go-to-market execution. This role sits at the intersection of Product, Strategy, Sales, and Marketing. You will turn ecosystem strategy into tangible business outcomes by shaping how we partner, where we integrate, and how those decisions influence product direction, field behavior, and revenue. This is not a partner maintenance role. It is a strategy-to-execution leadership role for someone who can create focus, build alignment across senior stakeholders, and translate partnerships into measurable market impact. This is a high-visibility opportunity to shape how OneTrust brings product strategy, partnerships, and go-to-market execution together. It is ideal for a builder who wants to influence platform direction, work across senior stakeholders, and create durable commercial impact through a focused ecosystem strategy.

Requirements

8–12 years of experience across technology alliances, GTM strategy, product strategy, sales, product marketing, or related functions within enterprise SaaS
Proven ability to operate credibly across Product, Sales, Marketing, Strategy, and executive leadership
Track record of translating ecosystem or partnership strategy into roadmap influence and revenue impact
Strong commercial instincts with experience supporting strategic deals and field execution
Executive presence and comfort engaging senior internal and external stakeholders

Nice To Haves

Familiarity with co-sell, partner-led GTM, integrations strategy, and joint value proposition development
Ability to create momentum in ambiguous environments and influence without direct authority
Existing relationships within one or more major ecosystems such as Snowflake, Databricks, Salesforce, Microsoft, Google, or AWS

Responsibilities

Own strategic technology alliances
Own a focused portfolio of strategic technology partnerships aligned to OneTrust’s platform strategy
Build joint business plans that connect product priorities, customer use cases, GTM motions, and monetization paths
Develop executive-level relationships across partner product, sales, and GTM teams
Continuously assess where to invest, expand, or disengage based on strategic leverage and business impact
Lead ecosystem strategy through defined use cases
Anchor partnerships to a small number of strategic use cases that matter to customers and the business
Help define how alliances support key areas such as AI governance, data governance, and privacy-led digital trust
Ensure those use cases are reflected across product planning, integrations, sales plays, and marketing narratives
Influence product strategy and roadmap decisions
Bring partner insight, field feedback, and competitive ecosystem intelligence into product discussions
Partner closely with Product and Strategy leaders on build vs. partner vs. integrate decisions
Help shape integration depth, sequencing, and joint innovation opportunities that create differentiated platform value
Ensure integrations are designed for GTM success, not just technical completeness
Activate go-to-market execution
Translate strategy into field-ready plays that sellers can use in real opportunities
Define partner-led motions, target personas, buying triggers, and account engagement models
Work directly with sales teams in account planning, deal strategy, and executive customer conversations
Drive adoption of partner-led selling behaviors across pipeline reviews and field execution
Enable sales, partners, and marketing
Build the enablement strategy for ecosystem-led selling across playbooks, messaging, demos, and talk tracks
Equip both OneTrust sellers and partner teams to position and win together
Partner with Marketing to activate alliances through campaigns, events, and thought leadership
Drive measurable revenue impact
Support structured co-sell motions that create partner-sourced and partner-influenced pipeline
Define and track success metrics tied to real business outcomes
Use performance data to refine focus, improve execution, and increase field adoption over time