Senior Principal Technology Alliances Manager

Job Description

Job Description

Strength in Trust

OneTrust's mission is to enable innovation through the responsible use of data and AI. We believe that ensuring data is trusted shouldn't slow teams down—it should accelerate what's possible. This led us to develop the first technology platform for responsible data use in 2016. Today, with AI representing the latest and most impactful expansion of data yet, OneTrust is once again redefining what responsible innovation looks like. OneTrust, the AI‑Ready Governance Platform™, unifies regulatory intelligence, automation, and connected governance workflows so businesses can continue to move at the speed of AI while ensuring good governance to prevent data misuse at scale. Trusted by thousands of organizations worldwide, OneTrust is shaping the future where trusted data becomes a transformative force for business and society.

OneTrust is hiring a strategic, commercially minded leader to build and scale a high-impact technology alliances motion that strengthens our platform and accelerates go-to-market execution.

This role sits at the intersection of Product, Strategy, Sales, and Marketing. You will turn ecosystem strategy into tangible business outcomes by shaping how we partner, where we integrate, and how those decisions influence product direction, field behavior, and revenue.

This is not a partner maintenance role. It is a strategy-to-execution leadership role for someone who can create focus, build alignment across senior stakeholders, and translate partnerships into measurable market impact.

Why this role

This is a high-visibility opportunity to shape how OneTrust brings product strategy, partnerships, and go-to-market execution together. It is ideal for a builder who wants to influence platform direction, work across senior stakeholders, and create durable commercial impact through a focused ecosystem strategy.

What you'll do

Own strategic technology alliances

• Own a focused portfolio of strategic technology partnerships aligned to OneTrust's platform strategy
• Build joint business plans that connect product priorities, customer use cases, GTM motions, and monetization paths
• Develop executive-level relationships across partner product, sales, and GTM teams
• Continuously assess where to invest, expand, or disengage based on strategic leverage and business impact

Lead ecosystem strategy through defined use cases

• Anchor partnerships to a small number of strategic use cases that matter to customers and the business
• Help define how alliances support key areas such as AI governance, data governance, and privacy-led digital trust
• Ensure those use cases are reflected across product planning, integrations, sales plays, and marketing narratives

Influence product strategy and roadmap decisions

• Bring partner insight, field feedback, and competitive ecosystem intelligence into product discussions
• Partner closely with Product and Strategy leaders on build vs. partner vs. integrate decisions
• Help shape integration depth, sequencing, and joint innovation opportunities that create differentiated platform value
• Ensure integrations are designed for GTM success, not just technical completeness

Activate go-to-market execution

• Translate strategy into field-ready plays that sellers can use in real opportunities
• Define partner-led motions, target personas, buying triggers, and account engagement models
• Work directly with sales teams in account planning, deal strategy, and executive customer conversations
• Drive adoption of partner-led selling behaviors across pipeline reviews and field execution

Enable sales, partners, and marketing

• Build the enablement strategy for ecosystem-led selling across playbooks, messaging, demos, and talk tracks
• Equip both OneTrust sellers and partner teams to position and win together
• Partner with Marketing to activate alliances through campaigns, events, and thought leadership

Drive measurable revenue impact

• Support structured co-sell motions that create partner-sourced and partner-influenced pipeline
• Define and track success metrics tied to real business outcomes
• Use performance data to refine focus, improve execution, and increase field adoption over time

What we're looking for

Required experience

• 8–12 years of experience across technology alliances, GTM strategy, product strategy, sales, product marketing, or related functions within enterprise SaaS
• Proven ability to operate credibly across Product, Sales, Marketing, Strategy, and executive leadership
• Track record of translating ecosystem or partnership strategy into roadmap influence and revenue impact
• Strong commercial instincts with experience supporting strategic deals and field execution
• Executive presence and comfort engaging senior internal and external stakeholders

Strongly preferred

• Familiarity with co-sell, partner-led GTM, integrations strategy, and joint value proposition development
• Ability to create momentum in ambiguous environments and influence without direct authority
• Existing relationships within one or more major ecosystems such as Snowflake, Databricks, Salesforce, Microsoft, Google, or AWS

What success looks like

• Strategic use cases clearly shape partner, product, and GTM priorities
• Product roadmap conversations consistently reflect ecosystem-informed tradeoffs
• Sales teams proactively use partners to win and expand opportunities
• Partners bring OneTrust into deals with stronger consistency and clearer value
• Alliances contribute to improved pipeline quality, deal velocity, and platform differentiation

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

$151,900—$203,000 USD

Where we Work

We are embracing an office-first culture, encouraging three days a week in office for most roles, with meaningful opportunities to collaborate and celebrate in person.

Each role may have specific requirements or flexibility depending on the scope of the position, so we encourage you to verify this with your recruiter during your first interview.

Benefits

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 RSUs, 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.

Resources

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

• OneTrust Careers on YouTube
• @LifeatOneTrust on Instagram

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.

Recruitment fraud warning: OneTrust is aware of scams involving false offers of employment with our company. The fraudulent jobs, interviews and job offers use fake websites, email addresses, group chat and text messages. Be aware that we never ask candidates for personal information, IDs or bank information during the interview process. We do not interview prospective candidates via instant message or group chat, and do not require candidates to purchase products or services, or process payments on our behalf as a condition of any employment offer. Please note that any legitimate interview availability requests will come directly from a OneTrust recruiter with an "@onetrust.com" email address. You may also receive legitimate emails from "@us.greenhouse-mail.io". Recruiters will only reach out to candidates who have applied for a role through our ATS (Greenhouse) or prospects via LinkedIn InMail. Job offers will come from a recruiter and may have a "@docusign.net" email address. For more information or if you have been targeted please reach out to View email address on us.fitly.work.

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 category. 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.