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