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