Senior Counsel, Partners & Channel

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Senior Counsel, Partners & Channel based in the United States.

Join a fast-growing, mission-driven technology company operating at the forefront of private cloud infrastructure, real-time analytics, data warehousing, and AI workloads. As Senior Counsel, Partners & Channel, you will play a key role in supporting the global partnerships, alliances, and indirect distribution business. You will lead complex, high-value commercial transactions while advising business leaders on deal structures, negotiation strategies, and legal risks. Working closely with cross-functional teams, you will help establish scalable legal frameworks that support international expansion and commercial growth. As an early member of the legal team, you will have meaningful ownership, direct exposure to senior leadership, and the opportunity to shape contracting processes from the ground up. This remote position is ideal for a commercially minded attorney who combines strong legal expertise with strategic thinking and a practical, business-oriented approach.

Accountabilities

• Lead the structuring, drafting, review, and negotiation of complex global partnership and indirect distribution agreements, including reseller, referral, managed service provider (MSP), original equipment manufacturer (OEM), and strategic alliance arrangements.
• Negotiate consulting services agreements, subcontracting arrangements, and other commercial contracts with systems integrators and service provider partners.
• Advise channel, partnerships, and alliances leadership on transaction structures, commercial terms, negotiation strategies, legal exposure, and practical solutions to complex business challenges.
• Collaborate with Sales, Product, Privacy, Security, Finance, Tax, Engineering, Operations, and Compliance teams to address legal, commercial, regulatory, and operational considerations throughout the transaction lifecycle.
• Develop, refine, and implement contract templates, negotiation playbooks, internal policies, training materials, and streamlined contracting workflows to support a growing global partner ecosystem.
• Identify opportunities to improve contracting efficiency, consistency, and risk management while enabling business teams to execute strategic transactions effectively.
• Support the continued development of the legal function by helping establish scalable processes and providing practical legal guidance in a dynamic, high-growth environment.
• Where applicable, advise on public-sector channel arrangements, government contracting requirements, procurement frameworks, and related regulatory considerations.

Requirements

• Strong academic credentials, active membership in good standing with at least one U.S. state bar, and eligibility to practice in-house in the state of residence.
• At least 6 years of relevant legal experience, ideally combining training at a top-tier law firm with in-house experience at a technology company.
• Substantial hands-on experience supporting technology partnerships and channel transactions, including reseller, referral, OEM, MSP, systems integrator, and strategic alliance agreements.
• Strong understanding of commercial models for self-managed software and Software-as-a-Service (SaaS), software licensing, professional services, and collaboration or co-marketing arrangements.
• Demonstrated ability to structure, draft, and negotiate sophisticated commercial agreements while balancing legal protection, commercial objectives, and business priorities.
• Excellent legal judgment and business acumen, with the ability to translate complex legal issues into clear, actionable recommendations for business and technical stakeholders.
• Strong written and verbal communication, negotiation, relationship-building, and organizational skills, with the ability to manage multiple