CHANNEL OPERATIONS MANAGER JOB DESCRIPTION

Channel revenue does not manage itself. When deal registrations go unvalidated, partner incentive programs drift out of compliance, and quota attainment data reaches leadership weeks late, the indirect sales engine stalls. The Channel Operations Manager is the function that prevents that stall - owning the operational infrastructure behind multi-tier partner programs that span VAR, MSP, MSSP, and distributor relationships across global markets. Sound work here is measured in partner pipeline accuracy and on-time program execution, not in intentions.

You will own the day-to-day operational backbone of the indirect channel, serving as the Channel Operations Manager accountable for deal registration governance, partner incentive administration, and the reporting cadence that keeps channel revenue visible to executive leadership. The role sits within the broader Sales Operations or Channel organization, working alongside channel sales leaders, finance, legal, and marketing to translate partner program strategy into repeatable, scalable processes.

Career Impact: Owning deal registration governance and multi-tier partner program design at scale builds recognized channel operations expertise that is in demand across enterprise software and SaaS organizations.

Business Impact: Accurate partner pipeline data and well-administered incentive structures - including MDF and rebate programs - directly determine how confidently channel sales leadership commits to revenue forecasts each quarter.

Growth Opportunity: Exposure to global partner ecosystems spanning distribution, VAR, and MSP models accelerates the path toward Director of Channel Operations or VP of Sales Operations within the technology sector.

• Own deal registration programs, including approval workflows, compliance audits, and partner eligibility governance across all partner tiers.
• Build and maintain channel performance dashboards and reporting cadences that deliver pipeline, bookings, and productivity data to sales leadership.
• Administer partner incentive structures, including rebate calculations, co-op fund allocations, and back-end credit processing for distribution channels.
• Collaborate with channel sales leaders and finance to develop territory-level quotas, coverage models, and annual channel financial plans.
• Manage the partner onboarding process from application and contract execution through program tier assignment and enablement handoff.
• Monitor PRM system integrity, coordinating with vendors and internal business applications teams to maintain accurate partner records and portal functionality.
• Drive cross-functional process improvements across sales, finance, legal, and marketing to remove bottlenecks in the quote-to-cash and partner lifecycle workflows.
• Support executive business reviews by preparing channel KPI summaries, trend analysis, and variance commentary for senior stakeholders.

• Bachelor's degree in Business, Computer Science, or related field, or equivalent work experience.
• 5 or more years of channel operations, sales operations, or partner program management experience, with direct ownership of deal registration or incentive administration.
• Demonstrated ability to design and maintain performance reporting frameworks, including dashboards and recurring management reporting.
• Experience managing multi-tier channel relationships across partner types such as VARs, distributors, MSPs, or systems integrators.
• Strong analytical and data management skills, with the ability to translate raw pipeline and bookings data into actionable recommendations.
• Proven track record of coordinating cross-functional initiatives across sales, finance, legal, and marketing teams.
• Excellent written and verbal communication skills, with experience presenting channel performance findings to senior or executive audiences.
• Highly organized with the ability to manage competing priorities in a high-volume, deadline-driven environment.

• Experience with 1 and 2-tier distribution models and partner program incentive design, including MDF, rebates, and tiering frameworks.
• Familiarity with EDI protocols or similar data exchange standards used in partner order management.
• Prior exposure to CPQ platforms or structured quoting processes within a channel sales context.
• Experience supporting or leading annual partner program audits, including revenue compliance reviews and tier promotion and demotion cycles.

• Deal registration processing cycle time, measuring how quickly submitted registrations are reviewed and resolved.
• Partner incentive payout accuracy rate, reflecting how often rebate and co-op calculations are processed without error.
• Channel pipeline data completeness score, measuring the percentage of partner opportunities with required fields populated in the CRM.
• Partner onboarding time to first transaction, tracking how efficiently new partners become revenue-active after contracting.
• Quarterly channel forecast variance, measuring the gap between partner-reported pipeline and actual bookings at close.
• Typical tools: CRM platform (commonly Salesforce), PRM system (commonly Impartner or partner community solutions), BI and reporting tools (commonly Tableau or Power BI)

• Base Salary Range: $95,000 to $130,000 per year depending on scope and location.
• Bonus: 10% to 15% annual target, tied to channel revenue and program execution goals.
• Equity: RSUs common at mid-to-large technology companies, typically with a 4-year vest.
• Health Benefits: Medical, dental, and vision coverage; employer contribution varies by company size.
• PTO: 15 to 20 days annually, with many SaaS employers offering flexible or unlimited policies.
• Common Perks: Home office stipend, professional development budget, and partner conference attendance.

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Employment decisions are made without regard to race, color, religion, sex, national origin, age, disability, veteran status, genetic information, or any other characteristic protected under applicable federal, state, or local law. Candidates requiring a reasonable accommodation to participate in the application or interview process are encouraged to make that request at any point during recruitment. Final employment offers are contingent on successful completion of a background screening. Applicants must be authorized to work in the United States.

The Channel Operations Manager owns the end-to-end operations of Everbridge's channel partner programs, managing incentive structures such as Deal Registration and Rebates while leveraging Salesforce.com to deliver presales analytics and pipeline reporting. Working closely with sales leadership and cross-functional teams across finance, legal, and people operations, this role shapes channel sales targets by territory and industry to enable consistent revenue growth.

Key Responsibilities

• Provide decision, support, and business partnership to the Everbridge Channel/Partner teams.
• Manage channel operations strategy, processes, and daily functions to improve partner programs and relationships.
• Collaborate with sales leadership to develop and deploy channel sales targets and quotas by territories and industry segments.
• Drive ad hoc channel sales performance reporting and analysis.
• Facilitate continuous improvement by identifying process enhancement opportunities with cross-functional teams.
• Monitor partner performance and oversee administration of channel incentive structures including Deal Registration, Rebates, and CoOp.
• Leverage Salesforce.com to provide presales analytics on deal commitments, pipeline, and post-sale reporting.
• Support the annual planning process to define strategic objectives and build budget across the business.

Required Qualifications

• Bachelor's degree in Business, Computer Science, or related field.
• 5+ years of experience in sales, business, or field operations.
• Prior experience in a technology company with working knowledge of SaaS or internet-hosted applications.
• Strong business, financial, and sales acumen with experience interfacing with business and technical teams.
• Proficiency in Microsoft Office Suite with deep experience in Excel and knowledge of SharePoint.
• Knowledge of Salesforce.com application and CRM data management standards.
• Highly organized with strong time management, prioritization, and communication skills.
• Entrepreneurial spirit with intellectual curiosity, learning agility, and a can-do attitude.

Embedded within Microsoft's Japan subsidiary operations, the Channel Operations Manager develops weekly SKU-level demand plans and manages the full order-to-cash process for physical products sold through partner channels. Working closely with regional and global supply chain, sales, marketing, and finance teams, this role maintains optimal inventory levels and drives partner experience improvements that protect revenue targets and prevent opportunity loss.

Core Functions

• Manage the order to cash process of Microsoft physical products in Japan working with internal and external stakeholders.
• Create weekly demand plans for each SKU aligned with revenue targets and maintain appropriate inventory levels.
• Track inbounds from factory, allocate to partners, manage orderbook, and ensure deliveries through cross-functional alignment.
• Lead subsidiary S&OP meetings to track plan versus actual, recognize deal pipeline, and share supply outlook.
• Manage product lifecycle from launch planning to end-of-life inventory depletion.
• Collect and analyze sales and inventory data from partners to maintain optimal stock positions.
• Secure resources and drive improvements through regional and global projects to enhance customer and partner experience.
• Serve as first point of contact for inquiries related to Microsoft physical products including quality, invoicing, and contracts.

Qualifications and Experience

• Bachelor's degree in Supply Chain, Information Technology, Business, Operations, Engineering, or related field; MBA is a plus.
• Minimum 6 years of experience in end-to-end supply chain operations including demand planning, S&OP, and inventory management.
• Experience in product lifecycle management, project management with cross-functional teams, and process digitization.
• Analytical and statistical skills with knowledge of BI software.
• Strong written and verbal communication skills in both English and Japanese.
• Experience managing large retail accounts' inventory is a plus.

Reporting to sales and senior leadership, the Channel Operations Manager supports day-to-day functions of the NINJIO Partner Program by maintaining the PRM system, validating deal registrations, and coordinating process improvements across finance, sales, and service delivery. Partnering with internal teams and external vendors, this role builds the operational foundations that keep channel business health visible to leadership and partners running smoothly.

Primary Duties

• Support day-to-day functions of channel sales operations and support teams.
• Alert sales and senior leadership to problems that may delay or jeopardize deployment of channel products.
• Capture and advise best practices and processes for channel sales operations.
• Coordinate internal teams to create or improve processes across finance, sales, operations, and service delivery.
• Provide administrative support to the PRM system and adapt the tool to best fit business needs.
• Create foundational dashboards for senior leadership to visualize and assess channel business health.
• Approve and validate orders and partner deal registrations.
• Assist in governance of the Partner Program.

Skills and Qualifications

• Bachelor's degree preferred.
• Minimum 4 years of experience in sales operations, channel sales, or customer experience.
• Demonstrated proficiency with Partner or Customer Relationship Management Systems and process flow tools such as Visio.
• Experience in the cybersecurity industry preferred.
• Strong communication skills with ability to mediate between multiple departments and vendors.
• Highly organized and self-directed with proven ability to manage and prioritize multiple tasks in a fast-paced environment.
• Experience creating, updating, and delivering presentations.

Sitting at the intersection of channel analytics and partner program management, the Channel Operations Manager supports UC and UCaaS channel sales by running SOIR reporting, Back End Credits functionality, and PLM product launches into the channel community. Operating across distributor relationships, cross-functional teams, and senior leadership, this role turns performance data into actionable insights that drive program improvements and ensure partner service excellence.

Duties

• Support global business from leadership to individual channel with performance metrics, dashboards, business analysis, and trending insights.
• Support Channel Sales Management in operational aspects for UC and UCaaS with a customer-first bias.
• Provide ongoing channel management by tracking productivity, identifying program modifications, and forecasting.
• Lead or participate in cross-functional teams to design, plan, implement, and manage channel initiatives.
• Run the SOIR process, reporting metrics, and Back End Credits functionality for distribution channels.
• Support PLM with the launch of new UC and UCaaS products into the channel community.
• Provide weekly and monthly performance analytics and regular communication of product, process, or policy changes to channel.
• Resolve escalated channel partner issues and lead appointed distributor supplier excellence programs.

Experience and Qualifications

• Equivalent workplace experience in IT channels with emphasis on Channel Operations, Partner Operations, or Sales Operations.
• Proven experience dealing with partners and distributors and working with cross-functional teams.
• Advanced skills in Microsoft Excel and proficiency in all Microsoft Office products.
• Experience with Salesforce CRM.
• Fluent English required; native language proficiency in French, German, Spanish, Italian, or English preferred.
• Strong interpersonal skills with a customer-first mindset and results-oriented, proactive outlook.

A key member of Atlassian's Channel organization, the Senior Manager, Channel Operations Manager leads a globally distributed team of business process analysts while managing day-to-day operations of channel programs, tools, and service desk support for internal and external stakeholders. Collaborating across sales operations, reporting teams, and channel leadership, this role identifies process automation opportunities and drives partner success programs that accelerate time to value and scale channel sales growth.

Leadership Responsibilities

• Manage a globally distributed team of business process analysts and a back-office operations team supporting the Channel organization.
• Mentor, lead, and inspire a talented and growing operations team.
• Partner with channel leaders to drive partner success programs that accelerate time to value for new partners.
• Manage day-to-day operations of channel programs and tools including service desk support for internal and external stakeholders.
• Review Sales Operations and Channel key priorities, assess business impact of projects, and prioritize implementation.
• Identify and execute opportunities for process automation and optimization with a focus on scalability and sales growth.
• Collaborate with reporting and analytics teams to track metrics measuring health and effectiveness of partners, programs, and routes to market.

Professional Experience

• Minimum 7 years of experience in partner program management, channel operations, partner sales programs, or channel marketing.
• Leadership experience including directly managing and growing a team within a matrix organization.
• Experience with 1 and 2-tier channel distribution models and partner program design including incentive tools and frameworks.
• Strong operational skills with the ability to balance project and support needs, data-centric and analytical with attention to detail.
• Experience with Salesforce, Partner Communities, or other PRM solutions.
• Experience with EDI or similar protocols for order and data exchange with partners.

Consistent visibility into global partner performance depends on the Global Channel Operations Manager, who builds dashboards, KPIs, and Salesforce.com reporting frameworks that support multi-route channel types including resell, referral, co-sell, and influence partners. Serving as subject matter expert on the Sovos Partner Program, this role collaborates with the Partner Program Office, regional sales operations, and management to develop competitive incentive structures and prepare board-level channel strategy content.

Accountabilities

• Build dashboards, reports, and KPIs to enable effective tracking and management of the global partner business.
• Create operational effectiveness around sales reporting and Salesforce.com partner design to support a global multi-route channel.
• Become a subject matter expert on the Partner Program and collaborate on development of program operations.
• Assist the partner sales team in lead routing and tracking for partner deal registrations.
• Support partner program benefits including incentive tables and competitive globally consistent program elements.
• Identify and organize operational best processes around reporting, quota design, account design, and team metrics tracking.
• Prepare and assist in business reviews to the management team regarding progress, KPIs, and metrics.
• Develop trust and model open, candid, respectful communication and collaborative teamwork with regional and sales operations partners.

Background and Experience

• Several years of progressive sales operations experience; preferred partner operations experience in enterprise software or technology.
• Solid understanding of standard business practices related to Sales Operations processes and systems.
• Deep knowledge and experience with Salesforce.com and ability to build reports, dashboards, and manage day-to-day analytics.
• Advanced Excel and PowerPoint skills with strong analytical and data management capabilities.
• Fluency in English required; superb written and verbal communication skills.

As the Channel Operations Manager, this role leads global channel operations projects, owns deal registration programs, and drives partner onboarding across multiple partner types including MSP, MSSP, SI, and VAR. The channel organization relies on this work to maintain Salesforce-based forecasting dashboards, CPQ quoting practices, and partner and sales training programs that directly advance partner-led revenue at scale.

What You'll Do

• Lead channel operations projects on a global scale and own deal registration programs.
• Work with channel executives on strategy and planning and drive partner onboarding processes.
• Interface with multiple partner types including MSP, MSSP, SI, and VAR.
• Use Salesforce to maintain opportunities, run reports, and drive enhancements with Biz Apps.
• Lead forecasting and analytics for channel sales by creating and maintaining critical dashboards.
• Develop partner and sales training programs and support best quoting practices using CPQ.
• Act as a motivated self-starter driving cross-functional initiatives and making real impact on key business areas.

Technical Qualifications

• 10+ years of experience in a high-tech environment with strong partner-facing communication skills.
• Extensive Salesforce process understanding and report creation experience, 5+ years preferred.
• Experience implementing or optimizing the Deal Registration process and managing partner portals.
• Strong background in partner deal structure with training development expertise.
• Experience working with CPQ or external quoting tools.
• Detail-oriented and self-motivated with ability to take a leadership role in driving cross-functional initiatives.

Senior Manager, Channel Operations Manager delivers strategic initiative ownership across T-Mobile's business channel, ensuring activations, churn, productivity, and revenue goals are consistently met or exceeded. The work directly supports B2B sales leadership by serving as the subject matter expert on business segment partner programs and driving program and project management using established methodologies.

Strategic Responsibilities

• Own existing business sales strategic initiatives focusing on ensuring the channel meets or exceeds activations, churn, productivity, and revenue goals.
• Act as liaison and Business Sales Subject Matter Expert for T-Mobile driven initiatives and educate T-Mobile on succeeding in the business segment.
• Drive program and project management using established methodologies and templates.
• Manage channel support, workflow analysis, and process improvement initiatives.
• Support other duties and projects as assigned by business management.

Minimum Qualifications

• Bachelor's degree required.
• 4-7 years of management experience and 2-4 years of project management experience.
• 2-4 years of sales or sales support experience and 10 years of telecommunications experience.
• Knowledge of Business Sales and B2B selling methodologies, contracts, training, and support.
• Proficiency in Microsoft Office including PowerPoint, Excel, Word, Visio, Access, and Outlook.
• Strong skills in operations management and business analysis.

The Channel Operations Manager owns all operational aspects of the global channel program, managing partner tiers, incentive structures, deal registrations, and Distribution MDF processes across NA and EMEA while integrating the partner portal with Salesforce. Working closely with Sales and Marketing leaders and channel managers across regions, this role continuously analyzes global program performance against partner business targets to drive partner-led sales initiatives.

Key Responsibilities

• Manage all operational aspects of the global channel program including partner program structure, requirements, and onboarding.
• Collaborate with Sales and Marketing leaders to drive the vision, strategy, and goals of the global channel program.
• Conduct annual audits of partner training and revenue achievement to determine compliance and promote or demote partners.
• Collaborate with channel managers globally to review and approve all deal registrations.
• Manage Distribution MDF process for NA and EMEA and own integration of the partner portal with Salesforce.
• Develop and manage dashboards to report on key metrics and continuously analyze performance of global programs.
• Manage end-to-end partner application and contract process and operational details associated with annual Sales Kickoff events.

Required Qualifications

• 5+ years of experience and proven success in channel or sales operations for technology companies.
• Extensive experience working with all partner types including Distributors, Value Added Resellers, Systems Integrators, and OEMs.
• Strong analytical skills and attention to detail with a track record of proactive problem-solving under time pressure.
• History of developing successful channel partner campaigns with exceptional leadership and collaboration skills.
• Self-starter with proven ability to manage day-to-day aspects and time-sensitive nature of deal registrations and partner concerns.

Embedded within Cloudera's global channel sales organization, the Channel Operations Manager formulates channel strategy, operates the Cloudera Connect Partner Program, and leads a team of business analysts focused on quote-to-cash, OEM Royalty reporting, and Distribution Models. Working closely with Finance, Legal, Sales, and Marketing, this role develops compensation models, alliance incentive programs, and automated operational infrastructure that deliver full executive transparency and accelerate channel contribution.

Strategic Initiatives

• Serve as Business Partner to VP of Global Channel Sales and formulate channel strategy and execute operational plans.
• Plan, manage, and operate the Cloudera Connect Partner Program.
• Drive global channel forecasting, reporting rigor, and cadence to ensure full transparency for executive leadership.
• Work cross-functionally to drive new channel business processes and improve total partner experience from onboarding to strategic alliances.
• Partner with Finance, Legal, Sales, and Marketing to establish channel financial plans and define KPIs.
• Develop and enhance operational infrastructure toward best-in-class, optimized, and automated solutions.
• Formulate compensation models for internal channel sales and define and execute alliance promotions and incentive programs.
• Lead a team of business analysts focused on quote to cash, business forecasting, and sales support including OEM Royalty reporting and Distribution Models.

Qualifications and Experience

• Minimum 10 years of leadership experience building and driving operations organizations.
• Proven skills in building and developing a high-performing team with passion for employee development.
• Sound analytical and business modeling skills with proven ability to implement successful cross-functional programs in high-growth environments.
• Working knowledge of global CRM, ERP, BI, and core forecasting tools with experience building management dashboards and leading automation initiatives.
• Strong business judgment with ability to balance sales growth while maintaining program integrity.
• Excellent written and verbal communication and presentation skills.

Sitting at the intersection of sales analytics and channel operations, the Channel Operations Manager leads a team of seven analysts to deliver complex reporting on key performance indicators for RingCentral's global channel sales organization and its strategic partners. Operating across marketing, finance, direct sales, and IT, this role measures short-term and long-term channel initiatives and presents findings directly to senior executives to validate and advance go-to-market strategies.

Areas of Ownership

• Serve as the sales reporting and analytics leader for the global channel sales organization.
• Manage a team of seven analysts supporting specific reporting requirements of channel sales teams and partners.
• Develop and execute regular presentations with senior executives on key performance indicators of the channel sales business.
• Interact directly with global strategic partners to understand business needs and drive enhancements to reporting and operations experience.
• Lead operational measurement of key short-term and long-term channel sales initiatives.
• Collaborate with cross-functional teams including marketing, finance, direct sales, and IT to validate and implement go-to-market strategies.

Education and Experience

• Bachelor's degree required; finance, business, or information systems preferred.
• 5-10 years of experience developing complex analytics to support sales or channel sales organizations.
• 2-5 years of previous experience managing a team, preferably geographically distributed.
• Experience with a technology, UCaaS, or SaaS company with a proven track record of successful project management.
• Highly proficient in business intelligence tools such as Tableau, Microsoft Power BI, and Alteryx.
• Experienced in utilizing Salesforce CRM with ability to develop and deliver executive-level presentations.
• Self-motivated with excellent time management, decision-making skills, and strong attention to detail.

As the Channel Operations Manager, this role builds and mentors the North America channel operations team while managing order-to-cash processes for hardware products supporting Retail and Enterprise customers. The North America sales organization relies on this work to maintain CPFR processes, support partner allocation, ensure B2B RMA compliance within 3PL SLAs, and drive operational KPI reporting that improves partner satisfaction and market growth.

Role Responsibilities

• Partner closely with the North America Sales team to support and enable market growth and customer satisfaction.
• Drive operational capability initiatives in support of process efficiency and adding value for partners.
• Support and measure operational KPIs and generate related reporting to improve performance.
• Support the allocation process and align with cross-functional partners in sales and supply planning.
• Continually support and improve the overall Collaborative Planning Forecasting and Replenishment processes.
• Ensure timely B2B RMA receiving within Partner and 3PL SLAs and overall compliance.
• Align with key internal and external partners to improve the overall order to cash process.

Knowledge Skills and Abilities

• Bachelor's degree required.
• 8+ years of direct people management experience managing order management functions for hardware products supporting Retail and Enterprise customers.
• Experience onboarding new partners, products, and markets and managing or contributing to CPFR processes.
• Proven track record of delivering projects, initiatives, and process improvements with ability to influence all organizational levels.
• Experience using Oracle, SAP, or another major ERP platform.
• Willingness and ability to travel up to 10% domestically and internationally.

The Channel Operations Manager delivers operational excellence across all retail stores for a global conglomerate expanding across Hong Kong and Macau, overseeing inventory health, compliance with local laws, and brand image at store level. Reporting within the retail business unit and collaborating with internal and external departments, this role recruits and coaches the sales team and coordinates marketing activities to support premium customer experience and achieve sales targets.

Day-to-Day Responsibilities

• Manage and oversee operations of all retail stores to maintain healthy inventory levels, operational efficiency, and compliance with local laws.
• Recruit, train, and coach the sales team and develop incentive programs to achieve targets.
• Ensure high levels of customer service and maintain brand image at store level.
• Coordinate marketing activities to promote the brand and sales.
• Maintain effective communication with internal and external departments to support premium retail environment and excellent store operations.

Position Requirements

• Minimum 8 years of experience in a similar position, preferably with a beauty background.
• Proven track record in managing retail operations at a managerial level.
• Strong business acumen and analytical skills.
• Effective people management skills including motivation, development, and performance management.
• Communicates effectively in Chinese and English.