Channel Partner Operations Manager

The Channel Partner Operations Manager will be responsible for developing and managing the internal processes, policies, and tools that enable our partner-facing teams to efficiently and effectively go to market. This includes partnering with partner business experience leaders to continuously improve our Partner Relationship Management (PRM) platform and building the operational scaffolding to support the business at scale. The Partner Operations Manager will lead the engagement with other stakeholders to ensure consistency across all partner-facing tools, messaging and assets, including the development of partner business metrics and reporting. You’ll be looked upon to provide insights and business process recommendations for partner programs, partner sales policies, scorecards, metrics, and systemic improvements to strengthen how we interact, communicate, and drive success through our partners.

Responsibilities

Support sales operations, strategy, and process improvement initiatives for the channel (with a Global mindset); Develop and execute sales process methodologies that will maximize productivity; Point of contact for channel teams for all sales productivity, forecasting and opportunity management related requests; Work with cross-functional teams during the successful completion of project deliverables; Analyze large data sets to identify trends and insights to aid in decision-making; Help build scalable channel business processes, increase operational efficiencies and develop insight reporting focused on sales productivity & compensation; Manage and improve ongoing channel promotions, territory planning, quota assignments to ensure sales team have their compensation plans set up properly; Maintain relationships with colleagues across the organization and across geographies; Create and maintain documentation to boost knowledge sharing and enablement across the organization; Perform systems and data investigations and validations to ensure data quality; Global Partner Success and Health - Behind the scenes, you’re ensuring that our partner-facing teams have everything they need to be successful, working alongside several internal teams to ensure that we have the right automations and processes in place, tools, documentation, policies, and communications to recruit, engage and motivate our partner community; Partner Performance Reporting - You will implement the necessary data structure and reporting to support the tracking and measurements of success for channel partnerships. These include ARR, partner adoption, enablement, and engagement.

Requirements

Self-starter mindset to thrive in an environment where initiative is rewarded and where you can work independently under little supervision, with excellent organizational and time-management skills supporting the ability to prioritize and manage multiple projects simultaneously; Partner Operations - You have experience driving success strategies for a growing partner program with a background in partner operations, channel marketing or relevant experience within Revenue Operations in the technology Industry. You live a customer-centric mindset – known for supporting and enabling both partners and internal selling teams. You have the experience and confidence to identify areas for strategic improvements, advocate for them internally, implement them, and evolve them; The Ability to Build and Evolve - the Partner Program is still evolving at Delinea. We need a proactive, independent thinker with high energy and positive attitude. You’ll bring a flexible and pragmatic mindset and the ability to think quickly on your feet, with little supervision at times, and adaptability to a fast-paced changing environment. Strong sense of ownership, accountability and advocacy, with a desire to grow the Delinea Partner ecosystem; Structured and Organized Approach - You’re detail-oriented, organized, and can manage multiple projects and deliverables simultaneously with minimal oversight. Aligning and improving internal processes, documenting new workflows, owning and maintaining our PRM, as well as engaging cross functional teams for process and program management are all activities that you’re comfortable managing; Strong Understanding of Salesforce required - You have experience working with Salesforce and have a strong understanding of its core functionalities around data management, reporting, and large- and small-scale updates. You are a quick learner when it comes to using new tools and are resourceful when it comes to discovering nuances and functionalities within the tool; A Good Human Being - you act with integrity, kindness and respect, always. You’re confident enough to challenge the norms and suggest meaningful changes, but humble enough to be part of a strong culture. You lead by example and are passionate about learning new skills & maintaining current skills. You have a proven ability to build cross-functional relationships with other teams.

Nice to have

Experience working with PRM solutions, especially Impartner or Channel Scaler; Experience with various design, documentation and project management tools such as Asana, Confluence or Seismic

Benefits

Competitive salaries; meaningful bonus program; excellent benefits; healthcare insurance; pension/retirement matching; comprehensive life insurance; employee assistance program; time off plans; paid company holidays; meaningful work; culture of innovation; career progression