Director, Alliances Operations Location: Remote, Canada Employment Type: Full-Time CAD 173,000 - 225,000 (Additional variable compensation and benefits may apply. The Director of Alliance Operations will own the strategy, architecture, and execution of the operational engine that powers the partner ecosystem. The successful candidate will transform partner operations from a support function into a measurable, board-visible growth lever while building and leading the team responsible for its delivery.

Success in the role will be measured by the individual’s ability to grow partner-sourced and partner-influenced pipeline through operational rigor, intelligent automation, and the thoughtful integration of AI across the partner lifecycle. This includes partner recruitment and onboarding, co-selling, deal registration, and joint go-to-market execution, as well as representing Alliance Operations in executive and cross-functional planning. Microsoft), and present that strategy to executive leadership.

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. Own the Alliance Operations budget, including tooling and vendor spend, and build the business case for current systems, integrations, and headcount as the ecosystem scales.

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.

Set the multi-year technical architecture strategy for the partner technology stack, in partnership with IT and Sales Ops leadership, including build-vs-buy and platform consolidation decisions. 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.

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. 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.

Pipeline Growth: Sourced & Influenced Own the operational levers that maximize partner-sourced and partner-influenced pipeline as measurable contributions to company revenue. 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.

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.

Represent Alliance

Operations in QBRs and planning reviews with senior Sales, Marketing, Finance, and executive leadership, and own the operational narrative for partner-sourced and partner-influenced revenue. Build, lead,



and develop a high-performing Alliance Operations team — including people managers as the function scales — and own hiring, performance management, and career development for the team. Bachelor’s degree in field such as Accounting, Business, Finance or equivalent work experience. ~ 7+ years working within a Channel Management environment, working with Global partners ~4+ years in a direct management role, including experience managing people managers or a team of 5+ FTEs ~ Experience owning a department or function budget, and building business cases for headcount or technology investment presented to senior leadership. ~ 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. ~ Proficiency with Microsoft Office (Excel, PowerPoint) ~ Proven success building effective, sustainable working relationships internally and with partners.

Familiarity with ecosystem-led growth platforms and modern partner data exchange tools (Crossbeam, Reveal, etc.). Excellent written and oral communication skills, with strong ability to build and communicate business rationale. Ability to manage multiple tasks, projects and responsibilities.

Build and lead a team of Alliance Operations Managers and/or Specialists, delegating and balancing workloads, ensuring proper prioritization, and coaching and growing the skills of the team. Own hiring, performance management, and career development for the team.

Travel Travel Requirement: Ability and willingness to travel up to 15%. 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. Transparency around corporate structure, salary, and benefits Core value of customer success Variety of project work (not industry-specific) Multiple training opportunities

📌 Operations Manager//FULL TIME//REMOTE (Ottawa)
🏢 Work at OneStream
📍 Ottawa