This newly created role will be responsible for working with Channel/Partner leadership to develop and execute on a strategy, drive key objectives for the business ecosystem and turn data driven insights into actions. This includes identifying key partners and market opportunities, helping implement effective go-to-market strategies, and establishing foundations such as reporting, analytics, systems, processes, team operating cadences, and tooling. The right candidate will have strong experience in the Channel/Partner industry, understanding the nuance of partner and affiliate relationships and have the ability to both think strategically to develop plans and also the operational expertise to execute on them. This role will be the thought partner and trusted advisor to Sales, Marketing, and Sales Ops leadership to evaluate the effectiveness of ongoing revenue performance within the Channel/Partner ecosystem while delivering actionable insights to improve results.


What your day could consist of:

  • Partner with leadership to define and execute Channel/Partner strategy, policies, processes and business system requirements.
  • Work with Sales Operations, Finance, and other go-to-market teams to drive the forecasting and planning process for the Channel/Partner team.
  • Provide visibility into the health of the business and timely performance tracking through dashboards and business reviews.
  • Drive the end-to-end process to analyze large and complex sales performance data to identify patterns, uncover opportunities and guide strategic recommendations related to how we can optimize revenue.
  • Develop and maintain regular reports and dashboards, with support from the business intelligence team, to track KPIs and provide visibility into sales performance at different levels (individual, team, region, etc.).
  • Power operational efficiency and productivity with continuous tools and process improvements.
  • Collect, consolidate, and analyze sales data from various sources. Use data analysis techniques to identify market trends, patterns, and insights that can drive sales performance improvement.
  • Document ROEs, SOPs and initiatives, and ensure relevant processes and documents are updated in internal systems.
  • Provide overall support and departmental coordination for Channel/Partner team inquiries, ad-hoc requests and projects.

What is needed:

  • 7+ years of sales or revenue operations; preferably with SaaS experience
  • 2+ years of working with Partner teams; with a deep understanding of these programs and types of sales partnerships (ex: channel, affiliate, referral)
  • Advanced skills in MS Excel; Comfort with BI tools (Looker, Tableau, etc.), SQL knowledge preferred
  • Strong analytical thinker with an outcomes-oriented approach to sales and sales operations. Understanding of business fundamentals and experience with managing key metrics for sales success
  • Ability to think strategically, analyze, and interpret market and sales cycle information
  • Exceptional project management and communication skills, intellectual curiosity, and strong attention to detail
  • Experience communicating the right level of information to executives and cross-functional teams at the right cadence
  • Highly organized self-starter who enjoys driving business impact and operational efficiency
  • Collaborative team player who is effective partnering cross functionally, across multiple different time zones
  • Comfortable working in a fast paced environment and dealing with ambiguity.  Display professionalism and confidence in challenging situations. Flexible and open to changing priorities, and managing multiple tasks simultaneously within compressed timeframes.


$100,000 – $150,000 (per year salary)
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