Channel Operations Manager

Channel Operations Manager

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About the Role

We're seeking a detail-oriented Channel Operations Manager to drive excellence across our partner ecosystem. You'll be the operational backbone of our channel strategy, ensuring seamless execution from partner onboarding through revenue realisation. This role is ideal for someone who thrives at the intersection of operations, sales enablement, and partner success.

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)

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