Channel Operations Manager
Key Responsibilities
Channel Management Governance
? Manage end-to-end operations across partner, reseller, and ISV channels
? Own partner onboarding workflows including documentation, KYC compliance, and contract lifecycle management
? Oversee partner contracting and agreement processes ensuring legal and commercial alignment
? Coordinate financial reconciliation, payout processing, and commission tracking
? Schedule and facilitate quarterly business reviews (QBRs) with strategic partners
Sales Performance Operations
? Track and report on monthly/quarterly channel pipeline, bookings, and revenue metrics
? Monitor partner activity including deal submissions, deal registrations, and opportunity progression
? Drive channel forecast accuracy through regular pipeline reviews and funnel discipline
? Build and maintain dashboards for channel performance visibility
? Identify trends and provide actionable insights to channel leadership
Enablement Partner Support
? Coordinate partner training programs, certification schedules, and GTM readiness initiatives
? Maintain and optimize the partner portal, content repository, and sales enablement materials
? Serve as first-line support for partner operational queries and escalations
? Create and document standard operating procedures (SOPs) for channel processes
? Facilitate communication between partners and internal teams (sales, finance, product)
Requirements
Qualifications
Required:
? 2-5 years of experience in channel operations, sales operations, revenue operations, or partnership operations
? Hands-on expertise with CRM platforms (Salesforce, Zoho, or HubSpot)
? Advanced proficiency in Excel/Google Sheets including pivot tables, VLOOKUP, and data analysis
? Strong understanding of channel sales models, partner economics, and commission structures
? Excellent stakeholder management and cross-functional collaboration skills
? Exceptional attention to detail with a process-driven mindset
? Strong written and verbal communication skills
Preferred:
? Experience in SaaS, cloud, or technology partner ecosystems
? Familiarity with partner relationship management (PRM) tools
? Knowledge of contract management and procurement processs
? Understanding of channel incentive programs and SPIFFs
