Channel Operations Manager

Abnormal Security • San Francisco Bay Area, California, United States • 1m ago

About You

You have worked for Cybersecurity vendor/s that had a partner community of Distributors, Value Added Resellers, MSSPs and Tech Alliances.
You’ve supported a SaaS Channel sales team working hundreds of deals within a given quarter.
You have experience with Channel reporting and processes.
You are both analytical and process oriented.
You enjoy sharing your knowledge, and helping others succeed.
You are an independent thinker who is not afraid to ask questions, or call out potential gaps in tools or processes.
You take ownership; You are willing to step outside of your role or comfort zone to ensure the success of the business; No task is too big or too small
You can juggle multiple priorities and are excited to work in an environment where change is constant.
You have the ability to think big, creating systems, processes and tools that will help us build for Global Scale.

#LI-MP1

You can see the big picture, identify and communicate trends, opportunities and gaps. You can also zoom-in to provide tactical recommendations in-response to your observations.
You love being part of a team. You are dedicated to the mission, but like to have fun along the way.

In this job, you will bring these skills

Minimum of 3-8+ years of experience in a Channel Operations, or Channel Analyst role preferably in SaaS or Cybersecurity.
In-depth knowledge of indirect sales models, channel partner ecosystems, and the dynamics of managing relationships with distributors, resellers, and other partners.
Proficiency in analyzing channel performance data, identifying trends, and making data-driven decisions. Ability to generate insightful reports and forecasts.
Experience in defining and tracking KPIs to measure partner success and operational efficiency.
Exceptional quantitative and MS Excel/Google Sheets skills (i.e. sumifs, index/match and vlookup, table formulas, pivot tables, etc.)
Familiarity with CRM systems, partner portals, and other technology tools that support channel management and operations.
Knowledge of legal and regulatory requirements related to channel management, ensuring all activities are compliant.
Skill in designing, implementing, and refining processes that streamline channel operations, enhance efficiency, and improve partner satisfaction.
Strong project management skills to oversee multiple channel initiatives, ensuring they are delivered on time and within budget.
A commitment to ensuring that channel partners deliver an excellent customer experience, aligning with the company's brand and service standards.

Role Responsibilities + Deliverables

Align channel operations with overall business objectives, ensuring that channel partners contribute effectively to sales targets.
Develop and implement performance metrics, KPIs, and reporting systems to track the success of channel initiatives.
Monitor and analyze the performance of channel partners, identifying areas for improvement and opportunities for growth.
Design and optimize processes and systems to streamline channel operations, enhance partner experience, and improve operational efficiency.
Identify and mitigate risks associated with channel operations, including contractual, financial, and reputational risks.
Analyze channel data to provide insights into partner performance, market trends, and competitive dynamics.
Prepare and present regular reports to senior management on channel performance and strategic initiatives.
Serve as the liaison between channel partners and internal teams to resolve operational issues and drive collaboration.
Assist in the development of sales forecasts and channel revenue projections.
Contribute to the planning and budgeting process by providing insights into channel trends and partner performance.
Oversee the selection, implementation, and management of technology tools that support channel operations, such as CRM systems, partner portals, and analytics platforms.

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