Channel Operations Manager

Summary

We're looking for a detail-oriented and analytical Channel Operations Manager to be the operational backbone of our worldwide channel partner program, Spark Partner Program. This is a critical, hands-on role where you will manage the end-to-end lifecycle of our channel partnerships—from contracting and onboarding to performance governance and program development. If you thrive on optimizing processes, diving into data, and acting as a key liaison between sales, finance, legal, and our partners, this is your opportunity to directly influence the success and scale of a new program.

Detailed Description

The Channel Operations Manager will manage the operational efficiency and compliance of our global channel ecosystem, ensuring seamless partnership administration and providing data-driven insights to drive growth.

Responsibilities include, but are not limited to:

Partner Contracts, Onboarding & Offboarding

• Administration and Support: Coordinate with Sales, Legal, and Finance teams to operationally administer all Distribution and Direct Reseller/Integrator contracts.
• Lifecycle Management: Facilitate and manage the end-to-end process for partner onboarding and off-boarding requests submitted by the field sales organization.
• Account Management: Maintain and oversee the administration of signed partner accounts across all worldwide regions.

Governance

• System Liaison: Act as the primary operational liaison for channel partnerships, ensuring alignment with internal systems and operational requirements.
• Data Management & Reporting: Maintain channel partnership databases and develop comprehensive weekly, monthly, and quarterly metrics reports for leadership.
• PRM System Management: Maintain governance documentation for the Partner Relationship Management (PRM) system, manage process flows to drive platform and process improvements, and assist in preparing for IT audits.

Spark Partner Program

• Program Development: Assist in the ongoing development and refinement of business rules and reporting for key performance metrics within the Spark Partner Program.
• Compliance Monitoring: Monitor partner activities, notifying partners of program compliance requirements and necessary training to maintain program status.
• Financial Analysis: Conduct cost analytics and pricing research to support partner pricing strategies and program financial modeling.

Spark Partner Program Planning & Research

• Data Modeling: Analyze large datasets and build financial models to assist with annual budget planning and resource allocation.
• Process Improvement: Develop, manage, and execute operational process improvement projects to enhance channel efficiency and scalability.
• Market Intelligence: Conduct industry research and competitive analysis to inform ongoing program development and ensure the Spark Partner Program remains best-in-class.

Sales Support

• Forecasting Support: Assist in driving accurate forecasting for partner sales, collaborating closely with partner sales, program operations, and finance teams.
• Presentation & Analysis: Analyze performance and productivity data, building compelling slides and analyses for Quarterly Business Reviews (QBRs) and other sales leadership presentations.
• Data Insights: Extract and analyze complex data sets, building data models to support key initiatives related to pipeline, coverage, renewal rates, and other strategic projects.

Knowledge/Skills/Competencies

• Proven experience in a Channel Operations, Sales Operations, or similar analytical/operational role, preferably within the hardware or technology industry.
• Strong analytical skills with a demonstrated ability to interpret large data sets, build models, and translate findings into clear, actionable insights.
• Advanced proficiency with Microsoft Excel and experience with CRM/PRM systems
• Excellent project management and organizational skills, with a focus on process optimization and efficiency.
• Outstanding written and verbal communication skills, with the ability to partner effectively across Sales, Finance, Legal, and IT teams. Strong experience supporting a channel partner team cross-functionally
• Track record of taking initiative, having the ability to work independently and handle multiple projects with competing deadlines
• Results-driven, with a willingness to experiment with new tactics and adapt strategies to achieve business objectives.
• Experience launching and managing partner incentive programs is a plus
• Experience with a global technology company highly preferred

Physical Demands

• The duties of this position are performed in a normal office environment.
• Duties may require extended periods of sitting and sustained visual concentration on a computer monitor or on numbers and other detailed data.
• Repetitive manual movements (e.g., data entry, using a computer mouse, using a calculator, etc.) are frequently required.
• Occasional overnight travel may be required.

Typical Experience

• Minimum of 5+ years of experience in operational roles
• 5+ years of experience in channel partnership roles

Typical Education

• A Bachelor’s degree in Business Administration, Finance, or a related quantitative field.; MBA is a plus.

Notes

This job description is not intended to be an exhaustive list of all duties and responsibilities of the position. Employees are held accountable for all duties of the job. Job duties and the % of time identified for any function are subject to change at any time.

The salary range described in this posting is an estimate by the Company, and may change based on several factors, including by not limited to a change in the duties covered by the job posting, or the credentials, experience or geographic jurisdiction of the successful candidate. Salary Range: 105,000-135,000