Why This Job is Featured on The SaaS Jobs
Why this Role is Featured on The SaaS Jobs
Alliance Operations sits at the center of how modern B2B SaaS companies turn partnerships into a repeatable go to market channel. This Senior Manager role is notable because it treats the partner ecosystem as an operational system to be designed, instrumented, and improved, spanning PRM, CRM integrations, marketplace workflows, and attribution. The emphasis on Microsoft marketplace mechanics and partner data architecture reflects how enterprise SaaS increasingly distributes through platforms and co sell motions, not just direct sales.
For SaaS operators, the career value is the chance to build durable operating leverage across a revenue engine that includes resellers, GSIs, and technology alliances. The work naturally develops strengths in KPI design, governance, lifecycle process design, and cross functional execution with Sales Ops, Marketing Ops, Finance, Legal, and IT. Experience embedding automation and AI into partner workflows also translates well across RevOps and GTM systems roles in other SaaS environments.
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
Senior Manager, Alliance Operations
Location: Remote, USA
Employment Type: Full-Time
Benefits Offered: Vision, Medical, Life, Dental, 401K
Gross Annual Base Salary: USD 151,000 - 185,000
Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria.
Summary
The Senior Manager of Alliances Operations will architect, scale, and optimize the operational engine that powers our partner ecosystem. This is a high-impact role for an experienced operator who thrives at the intersection of strategy, systems, and execution. Additionally, this role will transform partner operations from a support function into a measurable growth lever.
This role will own the tools, technology, processes, and AI-driven workflows that enable our partner organization to scale efficiently. Success in this role is measured by the ability to grow partner-sourced and partner-influenced pipeline through operational rigor, intelligent automation, and the thoughtful embedding of AI across the partner lifecycle - from recruitment and onboarding to co-selling, deal registration, and joint go-to-market execution.
The ideal candidate location is based in central or east time zones.
Primary Duties and Responsibilities
Partner Ecosystem Scale & Strategy
- Design and execute the operational roadmap to scale the partner ecosystem across resellers, GSI’s (Accenture, PwC, Deloitte, etc), Regional SI’s, and technology alliances/hyperscalers (i.e. Microsoft).
- Partner with Alliances leadership and Revenue Insights to define KPIs, dashboards, and reporting cadences that drive accountability and visibility into ecosystem health.
- Partner with Alliances Program team to operationalize partner programs, GSI joint business plans, co-sell motions, marketplace go-to-market strategies and incentive models, ensuring scalability from day one.
- Identify and remove friction across the end-to-end partner journey - from joint account planning to delivery.
Tools, Technology & Systems
- Manage marketplace listing operations and transaction workflows for Microsoft Partner Center, including private offers and deal registration.
- Own the partner technology stack, including PRM, deal registration, MDF management, partner portals, ecosystem data platforms, and integrations with CRM (Salesforce), marketing automation, and BI tools.
- Lead vendor evaluation, selection, implementation, and continuous optimization of partner-facing and internal alliances systems.
- Work with Revenue Insights team to establish a single source of truth for partner data, including account mapping, partner contacts, joint pipeline, and co-sell touchpoints - ensuring data integrity, governance, and trusted reporting.
- Drive system integrations that eliminate manual handoffs and create seamless workflows/handoffs across partners, sales, marketing, and customer success.
Process Design & Operational Efficiency
- Architect scalable, repeatable processes for joint account planning, deal registration, co-sell motions, MDF management, and executive QBRs with strategic partners.
- Standardize workflows that accelerate enterprise deal velocity, improve forecast accuracy across long cycles, and increase partner-led pipeline contribution.
- Implement governance frameworks for channel conflict resolution, deal protection, and pipeline hygiene.
- Continuously measure, benchmark, and improve operational metrics.
AI Integration & Automation
- Embed AI and intelligent automation across the partner lifecycle to drive scale, forecast accuracy, and deal intelligence in complex enterprise motions.
- Deploy AI-powered solutions for partner scoring, account-partner mapping at scale, opportunity matching, pipeline forecasting, content personalization, and partner enablement.
- Partner with Revenue Insights team to build AI-driven insights that surface high-propensity co-sell opportunities, at-risk partners, and whitespace across partner ecosystem.
- Stay ahead of emerging AI capabilities and translate them into practical operational advantages for the Alliances function.
Pipeline Growth: Sourced & Influenced
- Own the operational levers that maximize partner-sourced and partner-influenced pipeline as measurable contributions to company revenue.
- Influence attribution models, tracking mechanisms, and reporting that accurately credit partner contribution across the deal lifecycle.
- Partner with Sales and Marketing Operations to ensure partner motions are integrated into the broader GTM forecasting and pipeline review cadence.
- Develop programs and tooling that enable partners to drive joint pipeline at scale - account mapping, joint demand generation, executive alignment, and co-branded campaigns.
Cross-Functional Leadership
- Serve as the operational bridge between Alliances, Sales Ops, Revenue Operations, Marketing, Finance, Legal, and IT.
- Influence and align stakeholders across functions to deliver partner-impacting initiatives on time and at quality.
- Mentor and develop a high-performing operations team as the function scales.
Required Education and Experience
- Experience in B2B SaaS.
- 5+ years of experience in a Sales or Alliance/Channel Operations role.
- 5+ years of experience working within a Channel Management environment, working with Global partners.
- 2+ years of experience in a direct management role.
- Demonstrated track record of scaling a partner ecosystem.
- Deep expertise with PRM platforms (e.g., PartnerCloud, PartnerStack, Crossbeam, Reveal) and Salesforce CRM, including partner community and partner data architecture.
- Hands-on experience designing, deploying, and managing partner-facing technology stacks and the integrations that connect them to broader GTM systems.
- Experience designing processes that scale - partner onboarding, deal registration, co-sell, MDF, and incentive program operations.
- Proficiency with Microsoft Office (Excel, PowerPoint).
- Proven success building effective, sustainable working relationships internally and with partners.
Preferred Education and Experience
- Bachelor’s degree in a field such as Accounting, Business, Finance or equivalent work experience.
- Familiarity with ecosystem-led growth platforms and modern partner data exchange tools (Crossbeam, Reveal, etc.).
- Hands-on experience with generative AI tools and agentic workflows applied to GTM or partner operations.
- Experience supporting global partner programs across multiple regions and partner types.
Knowledge, Skills, and Abilities
- Excellent written and oral communication skills, with strong ability to build and communicate business rationale.
- Highly organized and detail-oriented.
- Ability to work in a fast-paced, evolving environment.
- Ability to manage multiple tasks, projects, and responsibilities.
Supervisory Responsibilities
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This position manages a team of Operations Specialists, delegating and balancing workloads, ensuring proper prioritization, and coaching and growing the skills of the team.
Travel
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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