Contracts manager
VP of partnerships
Legal counsel
Channel operations lead
Finance director
Chief revenue officer
This process is used when a partner agreement must be reviewed and authorized before the organization enters into a binding commitment with a channel partner, technology partner, referral partner, or strategic alliance. It applies when the agreement involves revenue sharing, co-marketing obligations, integration commitments, exclusivity, or other provisions that require legal, financial, and business evaluation. It is triggered when a partnership has been approved and the formal contract must be finalized. Ideal for technology, SaaS, professional services, managed services, and any environment where partner agreements carry commercial, legal, and operational obligations.
Business development or channel managers submit the proposed contract or request standard partner terms. Contracts managers coordinate the review cycle and manage counterparty communication. Legal counsel reviews liability, IP, exclusivity, termination, and compliance provisions. Finance directors evaluate revenue sharing structures, payment terms, and financial commitments. VPs of partnerships or CROs authorize contracts that deviate from standard terms or involve significant commitments.
Reduced contract cycle time by routing legal, financial, and business reviews in parallel and consolidating feedback within a single process. Clear negotiation accountability with every redline, comment, and approval traceable to the responsible reviewer. Fewer partnership delays caused by contracts stalling between legal and business teams without visibility into outstanding issues. Stronger partner relationships by demonstrating organizational professionalism and responsiveness during the contract process.
Your version of this process may vary based on roles, systems, data, and approval paths. Moxo’s flow builder can be configured with AI agents, conditional branching, dynamic data references, and sophisticated logic to match how your organization runs this workflow. The steps below illustrate one example.
Contract initiation and draft submission
The process begins when a business development or channel manager submits a partner contract for review, either using the organization’s standard partner agreement template or providing the partner’s proposed terms. The submission includes the partnership context, scope of the agreement, key commercial terms, and any known non-standard requirements. An AI agent can validate the submission for completeness and flag terms that differ from standard partner provisions.
Legal review and redlining
Legal counsel reviews the agreement for risk, enforceability, and compliance. This includes evaluating liability and indemnification, intellectual property rights, exclusivity or non-compete provisions, data sharing and privacy obligations, termination and renewal conditions, and governing law. Legal produces redlines where modifications are required. For partner-submitted drafts, legal compares the terms to the organization’s standard positions.
Financial review
The finance director reviews revenue sharing structures, payment terms, minimum commitments, and any financial obligations or guarantees. If the financial terms create unacceptable margin risk or set unfavorable precedent, finance provides feedback and the contract returns for adjustment.
Negotiation coordination
If redlines are required, the contracts manager coordinates the exchange with the partner. Each negotiation round is routed through legal and, if necessary, finance for evaluation. An AI agent can summarize the redline history and outstanding issues to help reviewers focus on remaining negotiation points.
Executive authorization
For contracts with non-standard terms, significant financial commitments, or strategic implications, the VP of partnerships or CRO provides final authorization. This reviewer evaluates the contract in the context of the broader partner portfolio and organizational strategy.
Final approval and execution
Once all reviewers have approved, the contract moves to execution. Signatures are collected from authorized signatories on both sides. The executed agreement is filed, and downstream partner onboarding, enablement, or integration workflows are initiated.
This process commonly relies on inputs such as partner agreement templates, partner-submitted drafts, partnership proposals, revenue sharing models, and redline documents. It may be triggered by events like a partnership being approved for formalization, a partner requesting contract terms, or a renewal or amendment cycle. Systems such as a CLM platform (Ironclad, DocuSign CLM), a CRM (Salesforce), or a PRM tool are commonly connected to provide partner data, contract templates, and execution tracking.
Key decision points include whether the partner’s proposed terms require full legal review or can proceed with minor modifications to standard provisions, whether revenue sharing and financial terms are acceptable to finance, whether non-standard terms such as exclusivity, IP provisions, or extended commitments require executive authorization, and whether the final agreement has received all approvals before signatures are collected.
Redline fragmentation where legal, finance, and business feedback is delivered in separate channels, making it difficult for the contracts manager to produce a unified response to the partner. Negotiation drift where unresolved issues from prior rounds resurface because there is no clear record of what was previously agreed. Late escalation where non-standard terms are not flagged early, causing last-minute executive review that extends the timeline. Execution gaps where approved contracts await signatures because counterparty coordination happens outside the workflow.
Orchestrates partner contract review across legal, finance, business development, and leadership within a single workflow, replacing fragmented redline cycles and email threads.
Routes reviews in parallel so that legal, financial, and commercial evaluation happen concurrently, compressing the contract approval cycle.
AI agents flag non-standard terms and summarize redline history to help reviewers focus on material negotiation points rather than re-reading entire agreements.
Supports iterative negotiation cycles with structured counterparty communication, maintaining a clear record of each redline iteration.
Enables partners to review and sign agreements within the workflow, simplifying the execution process for external parties.
Connects to CLM, CRM, and PRM systems to pull partnership context, contract templates, and execution tracking into the approval workflow, ensuring agreement records are synchronized with the broader partner relationship.
