Sr Partner Manager - Legal Corporate Partnerships
Thomson Reuters · United States, Eagan, Minnesota · remote
Job Description
What if your next role made you the architect of how resellers and distributors drive legal sales across the Americas, where your job was to hit a number by building, enabling, and scaling the channel partners that put TR in front of more legal buyers than any direct team could reach?
As a Partner Sales Manager on our Partnerships & Alliances team, you own the reseller and distribution sales execution for our Legal theater in the Americas and carry sales accountability for your assigned market. You turn reseller relationships into customer bookings. You drive sales targets through partner-led sales, co-sell motions, distributor programs, and select direct engagement. You're accountable for hitting your number.
You're responsible for channel sales in your theater. You'll build relationships with the reseller and distributor leaders who control access to law firms, corporate legal departments, and government legal buyers, and you'll support those partners in reaching General Counsel, Legal Operations leaders, and Managing Partners. You'll manage partner performance, onboard and enable new resellers, and close complex deals through the channel. You'll partner with technical resources (Partner Solutions Architects) when needed. You'll work closely with Partner Development Managers (PDMs) to understand partnership strategy, with PSAs to address technical complexity, and with sales leadership to drive theater results.
This is where channel strategy becomes sales. Turn reseller and distribution relationships into customer wins, quarter after quarter.
Key Responsibilities
- Own theater sales performance for the Legal reseller and distribution channel across the Americas, delivering bookings and revenue through reseller, distributor, co-sell, referral, and direct-sales motions as appropriate.
- Lead end-to-end sales execution within the assigned theater, including governance cadences, deal progression, cross-functional coordination, forecasting, and accountability against targets.
- Develop theater-specific channel strategy by analyzing legal market dynamics, customer buying behavior, competitive landscape, geography, and partner coverage to identify growth opportunities and go-to-market improvements.
- Align channel and direct sales coverage by partnering closely with TR account teams to coordinate account ownership, resolve channel conflicts, and ensure a seamless customer experience.
- Build executive-level reseller and distributor relationships, engaging senior partner leaders and enabling access to key legal buyers, including General Counsel, Legal Operations, Managing Partners, and Chief Innovation Officers.
- Drive partner-led pipeline creation and deal execution, qualifying opportunities early, aligning TR and partner capabilities, structuring joint solutions, and improving deal velocity and win rates.
- Manage commercial deal processes including deal registration, partner attribution, sales marking, quoting, pricing, discounting, margin, contracts, and order execution in partnership with Deal Desk, Finance, and Contracts.
- Recruit, onboard, enable, and manage partners within the theater, including emerging resellers; establish business-review cadences, communicate program expectations, and provide training, certifications, collateral, demos, and field support.
- Evaluate and optimize partner performance against bookings, pipeline, certifications, productivity, customer success, and deal quality; recommend investments, tier changes, or corrective actions as needed.
- Execute market-development and operational plans with Marketing, Product, PDMs, and PSAs—driving joint demand generation, strategic account plans, market feedback, accurate CRM reporting, and timely escalation of risks and opportunities.
Required Qualifications
- 5+ years of experience in partner/channel sales, reseller or distributor management, alliance management, or enterprise sales, with a track record of meeting or exceeding sales quota.
- Demonstrated success selling through resellers, distributors, VARs, or other indirect channels in a B2B software or professional services environment, including managing partner margin, discount, and pricing structures.
- Experience executing co-sell and partner-led sales motions with large consulting, technology, or channel partners.
- Experience building and managing relationships with senior leaders at channel partners and with senior enterprise buyers such as General Counsel, CFOs, or other C-suite and functional leaders.
- Strong pipeline management and forecasting discipline, with fluency in CRM tools (e.g., Salesforce), deal registration, and partner attribution processes.
- Ability to manage a portfolio of reseller and distributor relationships simultaneously, balancing onboarding, enablement, and day-to-day execution across multiple partner tiers.
Preferred Qualifications
- Experience selling into legal, tax, audit, or related professional services markets, including law firms, corporate legal departments, or government legal buyers.
- Experience managing channel conflict and partner program structures (partner tiers, rebates, incentives, market development funds, certifications).
- Familiarity with legal technology or legal information resellers and distributors across the Americas, including regional or language-specific markets.
- Familiarity with AI-enabled or emerging technology partnerships (e.g., Anthropic, AWS) and cloud marketplace or transactable procurement models.
- Prior experience in a partner development, alliance, or channel management role.
- Bachelor's degree in a related field, or equivalent practical experience.
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What’s in it For You?
- Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
- Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
- Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
- Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
- Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
- Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leadi