Senior Channel Strategy & Operations Manager

About the Role

Join our team as a Senior Channel Strategy & Operations Manager to define growth strategies, provide actionable business insights, and build the systems necessary to scale our global channel business. This foundational role offers the unique opportunity to partner with leadership in shaping the future of our partner ecosystem in a fast-paced, remote-first environment.

Responsibilities

• Define partner route-to-market categories, requirements, and financial incentive programs including development funds and rebates.
• Architect and manage programs supporting channel go-to-market efforts, such as accreditations, specializations, and segmentation.
• Lead annual strategy, business planning, and quota/territory planning in collaboration with partner leadership.
• Manage the weekly cadence of partner sales forecasting, reporting, and analytics to track KPIs and drive performance.
• Structure and lead strategic initiatives, providing innovative recommendations for partner business planning and operational processes.

Requirements

• 5+ years of experience designing and managing end-to-end partner programs, including strategies, frameworks, and policies.
• Deep understanding of SaaS licensing models and various partner selling motions such as ISV, MSP, OEM, and Resell.
• Proven experience with Cloud Marketplaces including AWS, Azure, or Google Cloud.
• Strong analytical skills with the ability to synthesize data into clear recommendations for executive stakeholders.
• Familiarity with sales methodologies such as MEDDPICC or MEDDIC and experience working within a GTM organization.

Nice-to-Haves

• Experience with partner portal technologies like Salesforce Partner Community, Impartner, or Crossbeam.
• Proficiency in Salesforce CPQ, Zuora, or other subscription management tools.
• Prior experience in the open-source software industry.
• Hands-on experience with BI tools such as Grafana or Tableau for data analysis.