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Principal Partner Alliances Manager - Central or Western United States



Florida, USA
Posted on Tuesday, July 9, 2024

Strength in Trust

OneTrust unlocks the full potential of data and AI, securely and responsibly. Our platform enforces the secure handling of company data, empowering organizations to drive innovation responsibly while mitigating risks. With a comprehensive suite of solutions spanning data and AI security, privacy, governance, risk, ethics, and compliance, OneTrust enables seamless collaboration between data teams and risk teams to enable rapid and trusted innovation. Recognized as the market leader in trust, OneTrust boasts over 300 patents and serves more than 14,000 customers globally, ranging from industry giants to small businesses.

The Challenge

Due to rapid growth and increased demand for our platform, OneTrust is seeking a National Channel Business Manager In this role, you will build and drive meaningful partnerships with a targeted set of FOCUS partners. The role will be measured on the impact of Annual Contract Value (ACV) and successful customer deployment supported by executing joint business plans, partner practice development, partner GTM (go-to-market) offerings, and joint engagements from a sales and service perspective. You will positively drive the relationships with partners and enable partners to influence client activity.

OneTrust is a fast-growing SaaS enterprise platform with a strong growth trajectory. We invest heavily in our GTM Team through demand generation, methodology-driven sales philosophy, weekly sales training, customer-driven roadmaps, and a readily available executive team to support partnerships

This is a highly visible opportunity with a competitive salary.

Your Mission

In this role, you will build and execute joint business plans with a FOCUS-managed partner portfolio to drive ACV on new and existing opportunities. You will need to demonstrate a knowledgeable understanding of the full array of our offerings to answer questions, make recommendations and coach partners around our products and future product developments.

In this role you will also:

  • Drive partner executive commitment to raise OneTrust standing with partners
  • Lead with a consultative approach to build productive partner relationships
  • Represent and present OneTrust and Partner value proposition
  • Build actionable business plans to achieve short & long term goals
  • Handle partner contract negotiations and accurate forecasting to management
  • Communicate effectively with all levels (C, SVP, VP, Director, etc.) and key decision makers
  • Ability to navigate and accelerate the partner's leverage of product solutions
  • Meet and exceed monthly, quarterly and annual goals and objectives
  • Lead regular business performance and relationship reviews with senior management and various stakeholders

You Are

You are a coachable and organized individual with strong communication and critical thinking skills who can take a consultative sales approach. You must also be open to 20-30% travel.

Your experience includes:

  • 8-12 years of experience in leading partner relationships with demonstrable outcomes in associated software businesses
  • Extensive experience working with National Partners (i.e Presidio, WWT, Optiv, SHI etc.) , Knowledge of how the organization operates and the internal areas to work with in order to drive OneTrust specific programs to capture mindshare, build pipeline, and drive revenue
  • Proven history or developing and executing on a strategic national partner specific business plans and marketing campaigns
  • An associate’s or bachelor’s degree or professional experience in a related field; MBA preferred
  • Knowledge of industry sales processes
  • Successful track-record of managing national partnerships with a focus on business development, enablement, cost models, & business negotiations
  • Exemplary relationship building skills, with proven ability to drive lasting relationships of mutual value with partners and sales team.
  • A proven track record of meeting and exceeding target goals
  • Effective sales presentation, forecasting, and planning skills

Extra Awesome

  • Familiarity with Salesforce.com or a similar CRM solution
  • Experience working as an effective relationship builder with a consultative sales style

For California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington-based candidates: the annual base pay range for this role is listed below. Within this range, individual pay is determined by several factors, including location, job-related skills, work experience, and relevant education and/or training. This role may also be eligible for discretionary bonuses, equity, and/or commissions, as well as benefits.

Salary Range
$120,750$181,125 USD

Where we Work

OneTrust embraces a hybrid working model. Our Working@ OneTrust initiative is our way of clarifying where we hire, how we work together, and where we’re located in that hybrid model.

The underlying “why” for Working@ is that we are intentional about the culture that we want to create together. That includes bringing teams together, in-person, throughout the year to collaborate, build connections, learn from each other, and celebrate our wins to Finish Stronger.

We are committed to a flexible approach informed by a set of guiding principles. You’ll see that reflected in our worker designations: “Office-flex” and “Location-flex”.

  • Office-flex: Like a traditional hybrid model, OneTrust “Office-flex” employees may be asked to work in an office periodically if they are within a commutable distance to a OneTrust office. This includes coming into the office for our Company Kickoff, Company All Hands, and other larger company events. Beyond that, we give our leaders and teams the flexibility to set additional guidelines based on the nature of your role.
  • Location-flex: Similar to other companies’ remote policies, for OneTrust “Location-flex" roles, you will primarily work from your home office location. However, you may be required to travel to our OneTrust offices or customer sites periodically based on the nature of your role.

Each role may have specific requirements, so we encourage you to verify the location of the role with your recruiter during your first interview.


As an employee at OneTrust, you will be part of the OneTeam. That means you’ll receive support physically, mentally, and emotionally so that you can do your best work both in and out of the office. This includes comprehensive healthcare coverage, flexible PTO, equity stock options, annual performance bonus opportunities, retirement account support, 14+ weeks of paid parental leave, career development opportunities, company-paid privacy certification exam fees, and much more. Specific benefits differ by country. For more information, talk to your recruiter or visit onetrust.com/careers.


Check out the following to learn more about OneTrust and its people:

Your Data

You have the right to have your personal data updated or removed. You also have the right to have a copy of the information OneTrust holds about you. Further details about these rights are available on the website in our Privacy Overview. You can change your mind at any time and have your personal data removed from our database. In order to do this you must contact us and let us know you wish to be removed. The request should be made on the Data Subject Request Form.

Our Commitment to You

When you join OneTrust you are stepping onto a launching pad — the countdown has begun. The destination? A career without boundaries working alongside a diverse and inclusive crew who is passionate about doing meaningful work. As a pioneer, your voice and expertise will help chart the direction of an entirely new industry — Trust. Our commitment to putting people first starts with you. Your growth is part of the mission. Our goal is to give you the power to embark on the next phase of your uniquely, unique career

OneTrust provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by local laws.