Why This Job is Featured on The SaaS Jobs
Strategic alliances roles sit at the center of how SaaS companies expand distribution without relying solely on direct sales. This position is anchored in the North America partner channel and is explicitly tied to co-sell and referral motions, making it relevant for SaaS organizations that depend on ecosystems—technology partners, advisors, and consulting networks—to reach enterprise buyers and influence complex deals.
From a SaaS career perspective, the work builds durable operating knowledge: how pipeline is created through partners, how joint go-to-market activity is structured, and how internal teams (sales leadership, solution engineering, customer success, marketing, programs, ops) coordinate around shared targets. The emphasis on operational excellence, OKRs, and deal progression also maps to common SaaS execution patterns where measurement, repeatability, and enablement determine whether a partner motion scales.
This role best fits someone who prefers relationship-led growth work with clear commercial accountability, and who is comfortable balancing executive conversations with detailed coordination across multiple stakeholders. It also suits professionals who want a territory-based remit with travel, and who enjoy translating partner engagement into measurable pipeline and revenue outcomes.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Strategic Alliances Manager
Location: Remote, USA - East Coast
Employment Type: Full-Time
Compensation Range: $104,000.00 - $130,000.00 (range applies to US candidates only)+ Benefits/Variable Comp/Equity - Range may vary based on experience.
Benefits Offered: Vision, Medical, Life, Dental, 401K
Summary
The Strategic Alliances Manager will be responsible for recruiting, developing, nurturing, and building robust pipelines through the North America Partner Channel relationships within the open Sales Region. This position works closely with sales executives, leadership, and wider teams to drive increased revenue from the partner community. This role ensures the effective execution of go-to-market activities that generate qualified leads for Field Sales via the Partner Channel Network. The Strategic Alliances Manager regularly engages with senior leaders and executives at partner organizations to facilitate sales opportunities, manage ongoing deals, and leverage PartnerPlace solution assets and sales initiatives that support the division’s objectives. This role is accountable for contributing to both management and executive-level goals.
The successful candidate will demonstrate a blend of strategic insight, exceptional relationship management capabilities, and an entrepreneurial approach. Additionally, the manager will collaborate effectively with a range of cross-functional stakeholders, including partner account managers, account leads, solution engineering, customer success, partner marketing, partner programs, and operations. This role will be held responsible for achieving and surpassing the revenue performance quota through the partner channel in the designated sales territory.
The ideal candidate location is based on the east coast. Please note, travel may be required up to 25% or more to meet sales objectives and company events.
Primary Duties and Responsibilities
- Be the Alliances primary contact for OneStream internal sales team of the allocated region.
- For the specified region, own, develop, monitor, manage, and achieve referral revenue and co-sell revenue goals.
- Consistently meet or exceed quota targets by proactively driving partner channel sales, leveraging a strategic approach to relationship management, and implementing robust demand generation plans.
- Develop partner engagement activities, such as marketing campaigns, sales alignment, and PartnerPlace solution campaigns use, to support overall sales region partner strategy.
- Engage senior executives to verify and execute stated regional goals.
- Contribute to OneStream sales growth by driving and taking ownership of developing relationships across all alliance ecosystem partners in the assigned territory, including technology partners, global advisors, regional advisors, and our commercial partnerships.
- Align with Partners’ Sales, Marketing, Business Development, and Consulting teams at all levels, from individual contributors to management and executives.
- Attract alliance partner investments in Sales Kick-Off, Splash, and Business Reviews.
- Ensure operational excellence and maintain a high level of business impact for Objectives and Key Results, pipeline generation, and deal progression.
- Manage multiple, simultaneous communication streams for various partner activities including sales, marketing, enablement, and miscellaneous initiatives.
- Work closely with the sales team and sales leadership to drive revenue from the partner community. Ensure the successful achievement of go-to-market activities that produce qualified lead generation for Field Sales through our Partner Network.
- Ensure the company objectives related to partner channel are achieved and reported to the executive management team.
- Seek opportunities to scale efficiencies and new ways of working across multiple stakeholders and projects.
Required Education and Experience
- 12+ years of experience in Enterprise Sales, Channel Sales, or Alliance/Channel Management roles.
- Demonstrated enthusiasm for sales and a genuine interest in developing and maintaining relationships with alliance partners.
- Track record of building effective and lasting relationships both internally and with external partners.
- Ability to perform analytical assessments to evaluate partner performance and support sales pipeline and territory needs.
- Exceptional written and verbal communication skills, including the ability to clearly articulate business cases.
- Strong organizational skills with keen attention to detail.
- Proven ability to work productively in small, collaborative teams and a willingness to thrive in a dynamic, fast-paced environment.
Preferred Education and Experience
- University Degree or College Diploma in Accounting, Business, Finance, or a closely related field; or equivalent professional experience.
- Solid understanding of Corporate Performance Management (CPM) solutions and practices.
- 5+ years of relevant EPM/CPM work experience.
Knowledge, Skills, and Abilities
- Self-motivated, diligent, and detail-oriented.
- Skilled at managing multiple responsibilities and presenting effectively.
- Approachable, flexible, and adaptable team player.
- Comfortable communicating across all levels of management.
- Willing and able to travel as required.
Travel
- Travel may be required up to 25% or more to meet sales objectives and company events.
Who We Are
OneStream is how today’s Finance teams can go beyond just reporting on the past and Take Finance Further™ by steering the business to the future. It’s the only enterprise finance platform that unifies financial and operational data, embeds AI for better decisions and productivity, and empowers the CFO to become a critical driver of business strategy and execution. Our vision is to be the operating system for modern finance, digitizing core financial functions and empowering the CFO to become a critical driver of business strategy. To learn more visit www.onestream.com.
Why Join The OneStream Team
- Transparency around corporate structure, salary, and benefits
- Core value of customer success
- Variety of project work (not industry specific)
- Strong culture and camaraderie
- Multiple training opportunities
Benefits at OneStream
OneStream employees are passionate, hardworking individuals who go above and beyond to keep our customers happy and follow through on our mission statement. They consistently deliver the best and in turn, we make every effort to keep them cared for and happy. A sample of the benefits we provide are:
- Excellent Medical Plan
- Dental & Vision Insurance
- Life Insurance
- Short & Long-Term Disability
- Vacation Time
- Paid Holidays
- Professional Development
- Retirement Plan
All candidates must be legally authorized to work for any company in the country where this position is located without sponsorship.
OneStream is an Equal Opportunity Employer.
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