Channel Operations Manager

About You

• You have worked for Cybersecurity vendor/s that had a partner community of Distributors, Value Added Resellers, MSSPs and Tech Alliances.
• You’ve supported a SaaS Channel sales team working hundreds of deals within a given quarter.
• You have experience with Channel reporting and processes.
• You are both analytical and process oriented.
• You enjoy sharing your knowledge, and helping others succeed.
• You are an independent thinker who is not afraid to ask questions, or call out potential gaps in tools or processes.
• You take ownership; You are willing to step outside of your role or comfort zone to ensure the success of the business; No task is too big or too small
• You can juggle multiple priorities and are excited to work in an environment where change is constant.
• You have the ability to think big, creating systems, processes and tools that will help us build for Global Scale.

#LI-MP1

• You can see the big picture, identify and communicate trends, opportunities and gaps. You can also zoom-in to provide tactical recommendations in-response to your observations.
• You love being part of a team. You are dedicated to the mission, but like to have fun along the way.

In this job, you will bring these skills

• Minimum of 3-8+ years of experience in a Channel Operations, or Channel Analyst role preferably in SaaS or Cybersecurity.
• In-depth knowledge of indirect sales models, channel partner ecosystems, and the dynamics of managing relationships with distributors, resellers, and other partners.
• Proficiency in analyzing channel performance data, identifying trends, and making data-driven decisions. Ability to generate insightful reports and forecasts.
• Experience in defining and tracking KPIs to measure partner success and operational efficiency.
• Exceptional quantitative and MS Excel/Google Sheets skills (i.e. sumifs, index/match and vlookup, table formulas, pivot tables, etc.)
• Familiarity with CRM systems, partner portals, and other technology tools that support channel management and operations.
• Knowledge of legal and regulatory requirements related to channel management, ensuring all activities are compliant.
• Skill in designing, implementing, and refining processes that streamline channel operations, enhance efficiency, and improve partner satisfaction.
• Strong project management skills to oversee multiple channel initiatives, ensuring they are delivered on time and within budget.
• A commitment to ensuring that channel partners deliver an excellent customer experience, aligning with the company's brand and service standards.

Role Responsibilities + Deliverables

• Align channel operations with overall business objectives, ensuring that channel partners contribute effectively to sales targets.
• Develop and implement performance metrics, KPIs, and reporting systems to track the success of channel initiatives.
• Monitor and analyze the performance of channel partners, identifying areas for improvement and opportunities for growth.
• Design and optimize processes and systems to streamline channel operations, enhance partner experience, and improve operational efficiency.
• Identify and mitigate risks associated with channel operations, including contractual, financial, and reputational risks.
• Analyze channel data to provide insights into partner performance, market trends, and competitive dynamics.
• Prepare and present regular reports to senior management on channel performance and strategic initiatives.
• Serve as the liaison between channel partners and internal teams to resolve operational issues and drive collaboration.
• Assist in the development of sales forecasts and channel revenue projections.
• Contribute to the planning and budgeting process by providing insights into channel trends and partner performance.
• Oversee the selection, implementation, and management of technology tools that support channel operations, such as CRM systems, partner portals, and analytics platforms.