Job description

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 Theater Ownership & Sales Accountability Own sales execution and bookings targets for the Legal reseller/distribution channel across the assigned Americas theater, using reseller, distributor, co-sell, referral, or direct motions as appropriate. Establish sales governance, manage deal progression, coordinate TR/partner/customer engagement, and maintain accountability for theater performance. Develop theater strategy based on market dynamics, competition, legal buying behavior, customer segments, geography, and optimal reseller coverage. Partner with TR direct account teams to align channel and direct coverage, resolve conflicts, and ensure a seamless customer experience. Build senior-level relationships with reseller and distributor leaders and help partners engage key legal decision-makers. Reseller-Led Pipeline & Deal Execution Lead reseller-driven pipeline creation and execution across resale, referral, and co-sell opportunities. Structure integrated TR and reseller solutions, aligning scope, pricing, discounting, positioning, and progression among all parties. Improve deal velocity and win rates by qualifying early, aligning capabilities to customer needs, and removing barriers to close. Manage deal registration, partner attribution, sales marking, forecasting, and reporting for partner-sourced and partner-influenced opportunities. Oversee quote-to-order execution with resellers and distributors, partnering with Deal Desk, Finance, and Contracts to resolve issues. Reseller & Distributor Relationship Management Serve as the day-to-day relationship owner for theater resellers and distributors, supporting partnership questions, deals, and execution. Onboard and develop new—including small and emerging—resellers; establish expectations, evaluate fit, and maintain regular communication and business reviews. Enable partners with deal support, joint selling, customer introductions, collateral, training, certifications, demo environments, and field resources. Measure partner performance across bookings, pipeline, certification, deal quality, and customer success; recommend investment, tier, or coverage changes. Theater Go-to-Market & Operational Excellence Execute theater-specific go-to-market plans, including reseller-enabled demand generation, joint marketing, vertical plays, account-based campaigns, and strategic-account growth plans. Track and report sales, pipeline, win rates, deal size, cycle time, productivity, forecasts, risks, and opportunities; share customer and market insights with leadership, PDMs, PSAs, and Product while representing TR with integrity and customer focus. Required Qualifications Bachelor’s degree in a related field or equivalent practical experience. 5 years of experience in partner or channel sales, reseller or distributor management, alliance management, or enterprise sales, with a record of meeting or exceeding quota. Demonstrated success selling through resellers, distributors, value-added resellers (VARs), or other indirect channels in B2B software or professional services, including managing partner margin, discount, and pricing structures. Experience executing co-sell and partner-led sales motions with large consulting, technology, or channel partners. Proficiency with Salesforce, deal registration, and partner attribution processes, with strong pipeline management and forecasting discipline. Core competencies: building relationships with senior executives at partners and enterprise buyers, managing multiple partner relationships across tiers, collaborating across product, marketing, finance, and deal desk teams, and communicating clearly in customer and partner settings. Preferred Qualifications Experience selling into legal, tax, audit, or professional services markets, including law firms, corporate legal departments, or government legal buyers. Experience managing channel conflict and partner program structures, such as partner tiers, rebates, incentives, market development funds, and certifications. Familiarity with legal technology or legal information resellers and distributors across the Americas, including regional and language-specific markets. Familiarity with AI-enabled or emerging technology partnerships (for example, Anthropic or AWS) and cloud marketplace procurement models. Prior experience in a partner development, alliance, or channel management role. #LI-TK1 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 leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan. Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The base compensation range varies across locations. For any eligible US locations, unless otherwise noted, the base compensation range for this role is $119,700 USD - $222,300 USD. Base pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay is one part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance. This job posting will close . About Us Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news. We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward. As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace. We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here. Learn more on how to protect yourself from fraudulent job postings here. More information about Thomson Reuters can be found on thomsonreuters.com

Requirements

Must-haves

This is where channel strategy becomes sales. Turn reseller and distribution relationships into customer wins, quarter after quarter.
Establish sales governance, manage deal progression, coordinate TR/partner/customer engagement, and maintain accountability for theater performance.
Develop theater strategy based on market dynamics, competition, legal buying behavior, customer segments, geography, and optimal reseller coverage.
Partner with TR direct account teams to align channel and direct coverage, resolve conflicts, and ensure a seamless customer experience.
Build senior-level relationships with reseller and distributor leaders and help partners engage key legal decision-makers.
Reseller-Led Pipeline & Deal Execution Lead reseller-driven pipeline creation and execution across resale, referral, and co-sell opportunities.
Structure integrated TR and reseller solutions, aligning scope, pricing, discounting, positioning, and progression among all parties.
Improve deal velocity and win rates by qualifying early, aligning capabilities to customer needs, and removing barriers to close.
Manage deal registration, partner attribution, sales marking, forecasting, and reporting for partner-sourced and partner-influenced opportunities.
Oversee quote-to-order execution with resellers and distributors, partnering with Deal Desk, Finance, and Contracts to resolve issues.
Reseller & Distributor Relationship Management Serve as the day-to-day relationship owner for theater resellers and distributors, supporting partnership questions, deals, and execution.
Onboard and develop new—including small and emerging—resellers; establish expectations, evaluate fit, and maintain regular communication and business reviews.
Enable partners with deal support, joint selling, customer introductions, collateral, training, certifications, demo environments, and field resources.
Measure partner performance across bookings, pipeline, certification, deal quality, and customer success; recommend investment, tier, or coverage changes.
Bachelor’s degree in a related field or equivalent practical experience.
5 years of experience in partner or channel sales, reseller or distributor management, alliance management, or enterprise sales, with a record of meeting or exceeding quota.
Experience executing co-sell and partner-led sales motions with large consulting, technology, or channel partners.
Proficiency with Salesforce, deal registration, and partner attribution processes, with strong pipeline management and forecasting discipline.
What’s in it For You?

Nice-to-haves

Experience selling into legal, tax, audit, or professional services markets, including law firms, corporate legal departments, or government legal buyers.
Experience managing channel conflict and partner program structures, such as partner tiers, rebates, incentives, market development funds, and certifications.
Familiarity with legal technology or legal information resellers and distributors across the Americas, including regional and language-specific markets.
Familiarity with AI-enabled or emerging technology partnerships (for example, Anthropic or AWS) and cloud marketplace procurement models.
Prior experience in a partner development, alliance, or channel management role.

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Platform: workday
Effort: long

Benefits

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Dental

Vision

401k

Paid Time Off

Parental Leave