Senior Channel Strategy & Operations Manager

📋 Description

• Defining partner route to market categories and benefits
• Driving development funds programs and discounts and registrations
• Creating channel go-to-market programs: accreditations and segmentation
• Architect pipeline acceleration programs: deal registration and rebates
• Lead annual strategy, plan development, and quota/territory planning
• Structure initiatives, KPIs, and best practices across partners

🎯 Requirements

• 5+ years leading end-to-end partner programs (strategies, processes)
• Deep understanding of SaaS licensing models
• Knowledge of partner selling motions (ISV, MSP, OEM, Resell, Disti)
• Experience with Cloud Marketplaces (AWS, Azure, Google)
• Strong strategic thinking and risk/opportunity insights
• Experience in a Sales/GTM org with MEDDPICC or MEDDIC

🎁 Benefits

• 100% remote, global culture
• RSUs for all employees
• Open source experience
• AWS Marketplace experience
• Partner portals (SFDC Partner Community, Impartner, Crossbeam)
• Grafana/Tableau or BI tools experience