Director, Legal Partnerships & Alliances

Director, Partnerships & Alliance

The Director, Partnerships & Alliances – Corporates Legal is an individual contributor role within the Partnerships & Alliances (P&A) team, focused on driving partnership growth and revenue within the Corporates Enterprise segment, with a specific focus on the legal solutions portfolio. Reporting directly to the VP of P&A Corporates, you are a key contributor responsible for developing and executing partnership strategies that accelerate market penetration, expand revenue opportunities, and deliver exceptional value to Corporate legal department customers.

This role is pivotal in building and scaling strategic partnerships that align with TR's corporate business objectives. You will drive partner sales and partner development within the Corporates segment, influence cross-functional stakeholders, and execute frameworks that optimize partner performance and contribution to revenue growth. Your contributions will be essential in achieving TR's goal of a 3x increase in P&A sales contribution by 2028, with a specific focus on the Corporates legal segment.

You will collaborate closely with Sales, Product, Marketing, Commercial Excellence, Finance, Legal, and Partner Operations teams to embed partnerships at the core of our Corporates go-to-market strategy. Your work will ensure scalable, measurable, and customer-centric partnership growth that drives innovation and competitive advantage in the Corporate legal market.

Location  

The successful candidates will ideally be based in one of our hub locations in Minneapolis, Dallas or New York and work in a hybrid environment, spending a minimum of 3 days per week in office. We are open to a remote work arrangement for the right candidate. 

About the Role

In this opportunity as Director, Partnerships & Alliances – Corporates Legal (Individual Contributor), you will:

Partner Sales & Development

• Drive partner-sourced and co-selling sales growth within the Corporates legal segment through strategic partner identification, recruitment, enablement, and ongoing performance management.
• Prospect new partnership opportunities with both new and existing partners to build a strong partner pipeline. Maintain a clean and up-to-date pipeline, targeting 3–4x coverage of sales targets on a monthly and quarterly basis.
• Develop and execute joint business plans with strategic partners, establishing clear sales targets, co-selling motions, and success metrics.
• Enable partners to effectively position, sell, and deliver TR legal solutions to Corporate legal department customers through training, sales tools, marketing resources, and ongoing support.
• Lead the full partner sales cycle for major accounts (companies with revenues of $500M+), from initial partner contact and account planning through deal closing and renewal.
• Monitor partner pipeline health, forecast accuracy, and revenue contribution, implementing interventions to drive performance improvement.
• Meet or exceed revenue targets and sales quota.

Cross-Functional Influence & Collaboration

• Serve as a strategic advisor and business partner to the Corporates Sales organization, ensuring partners are integrated into territory planning, account strategies, and sales execution.
• Influence and collaborate with Product, Marketing, Pricing, Legal, Deal Desk, and Commercial Excellence teams to optimize partner programs, remove barriers, and accelerate deal velocity.
• Champion partner needs and perspectives across the organization, advocating for partner-friendly policies, processes, and investments.
• Maintain accurate and up-to-date records of all sales and partner activities in Salesforce, and provide reliable sales forecasts. Engage in direct client and partner meetings in person or via platforms such as MS Teams.

Strategy & Operations

• Define and refine legal partnership strategies, playbooks, and best practices specific to the Corporates legal segment and territory market dynamics.
• Establish KPIs and reporting frameworks to measure partner contribution, ROI, and program effectiveness, using data-driven insights to inform strategy adjustments.
• Identify market trends, competitive dynamics, and customer needs within the corporate legal space that inform partnership strategy and innovation opportunities.
• Develop and execute account plans for new and existing partner accounts.

About You

You're a fit for the role of Director, Partnerships & Alliances - Corporates if your background includes:

• Bachelor's degree in Business, Marketing, or related field; MBA or advanced degree preferred.
• 10+ years' experience in partnerships, alliances, channel sales, busin