Manage and grow a portfolio of channel and alliance partners to drive revenue. Recruit and onboard partners, co-develop joint go-to-market plans, track partner performance and pipeline, negotiate partnership agreements, coordinate internal teams, and support program growth and process improvements.
About Onit:
We're redefining the future of legal operations through the power of AI. Our cutting-edge platform streamlines enterprise legal management, matter management, spend management and contract lifecycle processes, transforming manual workflows into intelligent, automated solutions.
We’re a team of innovators using AI at the core to help legal departments become faster, smarter, and more strategic. As we continue to grow and expand the capabilities of our new AI-centric platform, we’re looking for bold thinkers and builders who are excited to shape the next chapter of legal tech.
If you're energized by meaningful work, love solving complex problems, and want to help modernize how legal teams operate, we’d love to meet you.
Position Summary:
Onit is seeking an experienced Strategic Alliances Manager to accelerate growth in a high-velocity SaaS environment. In this role, you will manage a portfolio of partners through the lifecycle of engagement, while helping to develop our program and meet our corporate revenue goals. Must be a self-starter and a team player, able to work independently and at a fast pace, given minimal guidance.
Key Responsibilities:
- Engage and develop existing partners along their journey through appropriate partnership models and strategies
- Evaluate, attract, and engage new partners
- Facilitate joint strategy development and planning with partners across sales, marketing, resource management, and implementations
- Build and maintain relationships with a portfolio of partners, as well as internal groups
- Identify and action steps needed to ensure partners meet jointly agreed sales goals
- Identify and engage new prospect channel partner opportunities to develop new markets
- Track and manage partner performance
- Lead partner strategy, pipeline, and performance meetings
- Track and manage partner sales opportunities, liaising between internal sales / account management / professional services team members and external partner leads
- Draft and negotiate agreements with partners to ensure they are aligned with company requirements and all relevant client and alliance agreements
- Liaise with internal and external implementation teams to transition knowledge and resolve escalated issues within partner portfolio, as needed
- Contribute to continued program growth through initiatives around process improvement.
- Attend trade shows, events and onsite business meetings as needed, including some overnight travel, up to 20%
- Other responsibilities, as requested
Required Skills:
- Excellent communication skills (verbal, written, and presentation)
- Bachelor’s Degree from an accredited university
- 5+ years of related professional experience
- A track record of personally owning partnerships with demonstrated positive outcomes at a SaaS or technology company
- Demonstrated results driving revenue through channel partnerships
- Prior experience co-selling with alliance partners
- Experience delivering value propositions to prospective channel partners
- Experience (direct or indirect) with the sales cycle for either a software or consulting organization
- Familiarity with partnership agreements and other common business contracts
- Proficiency with Microsoft 365 products and Salesforce (or other CRM)
Preferred Qualifications:
- Experience in legal technology, legal operations, or professional services.
- Eagerness to contribute to a growing organization
- Experience scaling a portfolio of strategic alliances in a growth-stage or PE-backed company
Benefits & Perks That Support You:
Onit offers a comprehensive total rewards package designed to support the whole employee at work and beyond:
Health Coverage Choices: Three medical plan options, plus dental and vision, so you can choose what fits best. Employees on our HDHP plan also receive employer contribution to the HSA.
Retirement Savings: 401(k) with a 100% match on the first 3% and 50% on the next 2% of employee contributions.
Time Away: Flexible paid time off, 7 sick days, and 9 paid company holidays annually.
Family Support: Exceptional paid leave for birth parents, non-birth parents, and caregivers. Onit also offers surrogacy and adoption reimbursement.
Income Protection: 100% employer-paid life and disability insurance.
Additional Coverage Options: Voluntary benefits including hospital indemnity, critical illness, accident, and even pet insurance.
Tax-Advantaged Accounts: Healthcare FSA, HSA, and dependent care FSA.
Community Engagement: One paid volunteer day each year to give back to the community.
Our Commitment to Applicants
We know that not everyone will check every box in a job description. At Onit, we value diversity, inclusion, and authenticity. If you’re excited about this role but your experience doesn’t align perfectly with every qualification, we encourage you to apply. You may be exactly who we’re looking for.
This position will remain open for applications for 7 calendar days from the posting date.
Onit Mountain View, California, USA Office
Mountain View, United States
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