Director, Alliance Operations

Director, Alliances Operations
Location: Remote, Canada

Employment Type: Full-Time

Gross annual base salary: CAD 173,000 - 225,000 (Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria)

Summary
The Director of Alliance Operations will own the strategy, architecture, and execution of the operational engine that powers the partner ecosystem. This high-impact leadership role requires an experienced operator and people leader who thrives at the intersection of strategy, systems, and execution. 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.

The Director will own the strategy, tools, technology, processes, and AI-driven workflows that enable the partner organization to scale efficiently. 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.

Primary Duties and Responsibilities
Partner Ecosystem Scale & Strategy

Own the multi-year operational strategy and roadmap to scale the partner ecosystem across resellers, GSI's (Accenture, PwC, Deloitte, etc), Regional SI's, and technology alliances/hyperscalers (i.e. Microsoft), and present that strategy to executive leadership.

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.

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

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.

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.

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.

Establish operational SLAs and executive escalation paths for high-stakes GSI and hyperscaler engagements, and personally engage on the most complex escalations.

Continuously measure, benchmark, and improve operational

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