We are seeking a seasoned, strategic Channel Revenue Operations leader to serve as a senior individual contributor embedded in our Channel & Partner business. This role is the operational backbone of our VAR, MSP, and Distributor ecosystem — responsible for owning the processes, data frameworks, reporting infrastructure, and systems that drive partner-led revenue. The ideal candidate has already built and scaled channel operations programs from the ground up, and brings deep, hands-on experience with PRM platforms (specifically Impartner and Crossbeam), Salesforce, and cross-functional collaboration with Analytics and Enterprise Systems teams. This is not a learning role — you will come in as a domain expert and function as a strategic partner to Channel leadership and GTM stakeholders from day one.
Roles & Responsibilities
Design, build, and own end-to-end operational processes for the Channel business — including partner onboarding, deal registration, co-sell workflows, partner tiering, and MDF/incentive management.
Define and document standard operating procedures (SOPs) for all partner-facing and internal channel processes, ensuring scalability and cross-functional alignment across Sales, Finance, and Marketing.
Proactively identify bottlenecks in the partner lifecycle (sourced, influenced, co-sell) and implement durable, scalable solutions — not workarounds.
Partner with Channel leadership to build operational frameworks that support VAR, MSP, and Distributor segmentation strategies.
Reporting & AnalyticsDefine the reporting requirements for the Channel business in partnership with Analytics — covering pipeline, partner-sourced vs. influenced revenue, partner health scores, deal registration conversion, and program ROI.
Build and maintain Channel GTM performance dashboards that give leadership real-time visibility into partner activity, pipeline contribution, and attainment.
Translate complex channel data into clear, executive-ready insights and recommendations. Own the cadence of business review reporting packages for the Channel organization.
Serve as the subject matter expert and primary liaison to the Analytics team for all channel data modeling, attribution logic, and reporting infrastructure builds.
PRM & GTM Systems ManagementOwn the administration, configuration, and strategic roadmap of Impartner as the primary PRM platform — including partner portal design, deal registration workflows, certification tracking, and MDF management.
Leverage Crossbeam to manage partner ecosystem intelligence, account mapping, and co-sell opportunity identification. Drive adoption and process integration of Crossbeam data into Salesforce and partner workflows.
Serve as the Channel operations lead in Salesforce — maintaining partner account hierarchies, channel opportunity structures, attribution models, and partner-related process automation.
Partner closely with the Enterprise Systems team to scope, prioritize, and deliver systems enhancements that support channel operations. Translate business requirements into clear technical specs and serve as the channel SME throughout implementation.
Evaluate and guide the adoption of additional GTM tools that enhance channel efficiency and visibility.
Cross-Functional PartnershipAct as the primary RevOps partner to the Channel & Alliances leadership team, providing strategic operational guidance on partner program design, capacity planning, and go-to-market coverage.
Partner with Finance on channel compensation and partner incentive structures — providing operational context, data, and process support to inform quota/attainment frameworks for channel-focused sellers.
Work with Marketing on partner co-marketing workflows, MDF program governance, and lead routing logic for partner-sourced demand.
Drive alignment with the broader Revenue Operations team to ensure channel data, processes, and reporting integrate cleanly with the wider GTM operating model.
Planning & GovernanceSupport annual and quarterly planning cycles for the Channel business — including partner segment capacity modeling, coverage planning, and revenue goal-setting.
Establish and enforce governance for partner rules of engagement, deal registration policies, revenue attribution, and conflict resolution processes.
Audit partner attainment assignments and compensation calculations on a monthly basis; prepare Channel performance reporting packages for executive review.
Enablement PartnershipPartner with the Enablement team to identify and articulate training needs for Channel teams and partners — including new process rollouts, system updates, and program changes. You will define what needs to be communicated and why; Enablement will own the delivery.
Act as the escalation point for complex channel system and process issues, driving timely and effective resolution.
You Have:
8-10+ years in Revenue Operations, Sales Operations, or Channel Operations, with the majority of that experience focused on partner/channel GTM motions.
Demonstrated, hands-on experience building channel operations programs from scratch — including process design, reporting frameworks, and systems configuration — for VAR, MSP, and/or Distributor businesses.
Deep expertise with Impartner (PRM administration, portal configuration, deal registration, MDF workflows) and Crossbeam (account mapping, co-sell workflows, ecosystem data integration).
Advanced Salesforce proficiency — including partner account structures, opportunity management, process automation, and reporting — with experience managing channel-specific Salesforce configurations.
Proven track record collaborating with Analytics and Enterprise Systems teams to define requirements and deliver reporting infrastructure and systems enhancements. You know how to translate business needs into technical specs and hold cross-functional partners accountable.
Strong command of data analysis tools (Excel/Google Sheets, BI platforms) with the ability to build and maintain complex operational models and dashboards.
Experience supporting channel compensation and incentive programs in partnership with Finance — including familiarity with MDF program structures, partner tier frameworks, and attainment tracking.
Excellent communication and executive presence — you can distill complex operational data into clear recommendations for senior leadership and influence without direct authority.
Proven ability to manage multiple concurrent workstreams in a fast-paced, high-growth environment with a bias toward action and structure.
