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Salary: CAD 173,000 - 225,000 / annual
OneStream is seeking a Director of Alliance Operations to own the strategy, architecture, and execution of the operational engine powering the partner ecosystem. This is a high-impact leadership role requiring an experienced operator and people leader who thrives at the intersection of strategy, systems, and execution.
The Director will transform partner operations from a support function into a measurable, board-visible growth lever. Key responsibilities include:
**Partner Ecosystem Scale & Strategy**: Own the multi-year operational strategy and roadmap to scale the partner ecosystem across resellers, GSIs (Accenture, PwC, Deloitte), regional SIs, and technology alliances/hyperscalers (Microsoft). Partner with Alliances leadership and Revenue Insights to define KPIs, dashboards, and reporting cadences. Operationalize partner programs, GSI joint business plans, co-sell motions, and marketplace go-to-market strategies. Identify and remove friction across the end-to-end partner journey. Own the Alliance Operations budget, including tooling and vendor spend.
**Tools, Technology & Systems**: Manage marketplace listing operations and transaction workflows for Microsoft Partner Center. Own the partner technology stack, including PRM, deal registration, MDF management, partner portals, and ecosystem data platforms. Lead vendor evaluation, selection, implementation, and optimization. Set multi-year technical architecture strategy in partnership with IT and Sales Ops. Establish a single source of truth for partner data with Revenue Insights team. Drive system integrations that eliminate manual handoffs.
**Process Design & Operational Efficiency**: Architect scalable, repeatable processes for joint account planning, deal registration, co-sell motions, MDF management, and executive QBRs. Standardize workflows that accelerate enterprise deal velocity and improve forecast accuracy. Implement governance frameworks for channel conflict resolution and pipeline hygiene. Establish operational SLAs and executive escalation paths for high-stakes engagements.
**AI Integration & Automation**: Embed AI and intelligent automation across the partner lifecycle to drive scale and forecast accuracy. Deploy AI-powered solutions for partner scoring, account-partner mapping, opportunity matching, pipeline forecasting, content personalization, and partner enablement. Partner with Revenue Insights to build AI-driven insights surfacing high-propensity co-sell opportunities and at-risk partners.
**Pipeline Growth**: Own operational levers that maximize partner-sourced and partner-influenced pipeline. Influence attribution models and tracking mechanisms. Ensure partner motions are integrated into broader GTM forecasting. Develop programs and tooling enabling partners to drive joint pipeline at scale.
**Cross-Functional Leadership**: Serve as the operational bridge between Alliances, Sales Ops, Revenue Operations, Marketing, Finance, Legal, and IT. Represent Alliance Operations in QBRs and planning reviews. Build, lead, and develop a high-performing Alliance Operations team, including people managers as the function scales. Own hiring, performance management, and career development.
**Requirements**:
- Bachelor's degree in Accounting, Business, Finance, or equivalent work experience
- Experience in a SaaS/B2B company
- 7+ years in Sales or Alliance/Channel Operations role
- 7+ years working within a Channel Management environment with Global partners
- 4+ years in direct management role, including experience managing people managers or team of 5+ FTEs
- Demonstrated track record of scaling a partner ecosystem
- Experience owning a department or function budget and building business cases for headcount or technology investment
- Deep expertise with PRM platforms (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 integrations
- Experience designing scalable processes: partner onboarding, deal registration, co-sell, MDF, and incentive program operations
- Proven success building effective, sustainable working relationships internally and with partners
**Preferred**:
- Familiarity with ecosystem-led growth platforms and modern partner data exchange tools (Crossbeam, Reveal)
- 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
Travel requirement: up to 15%.
