Senior Manager, Channel Operations

Challenges You Will Solve

We are looking for a structured and highly collaborative leader to join our Go-to-Market Ops team as the Senior Manager, Channel Operations. You will support our Channel team and will help administer our partner program, streamline the channel process, implement and continuously improve our partner focused technology infrastructure, and assist with all operations touching our channel strategy. You will focus on improving business process, building our systems and data to enable scale, enabling data driven decision making, and improving the overall efficiency of the channel and alliances team at Red Canary. 

The Senior Manager, Channel Operations reports to the VP, GTM Operations & BI and will be a key advisor, operator, and business partner for the VP, Channel and Alliances. You will work cross functionally with all levels of partners and stakeholders, from senior leaders to individual contributors, across the Go-To-Market functions (Sales, Marketing, Customer Success), Finance, Business Information Systems, and others.  As a results-driven, structured, and organized yet approachable leader you love problem solving and collaborating with other teams. You have an eye for finding gaps and inefficiencies in workflows and processes, and have the knowledge and experience to fix and solve for those gaps, while leaning on other team members for their knowledge

What You'll Do

• Lead strategic and operational initiatives that drive improvement across the Channel and Alliance team’s results. Build process and systems to enable future scale
• Execute on the Channel and Alliances strategy developed and led by the VP of Channel & Alliances
• Implement, administer, and ensure the adoption of key Channel and Alliances focused tooling such as Crossbeam, Workspan, ZiftONE, XTRM, and others
• Provide project leadership and management on tool implementations, major project deployments and operational changes
• Lead all operational initiatives supporting partner GTM motions. Focus on streamlining the partner sales process and scaling the ongoing management of partner processes and workflows
• Lead operational workstreams focused on all Red Canary processes that impact partners, including but not limited to: partner on-boarding, deal registration, end-customer onboarding, new product introductions, and pricing updates
• Architect and redefine the optimal way to capture essential partner data in a sales process and about our market at large. Ensure a logical flow of data, an efficient way to capture data, and high fidelity across all data. Be the internal subject matter expert on any and all partner related data captured at Red Canary
• Drive data driven decision making within the Channel and Alliances team at Red Canary through dashboarding, reporting, and a cadence of meetings and councils. Own the generation of reporting, presentation of materials, and presentation of insights and recommendations from the data. Provide data, context to what it means, and a menu of options for what to do next
• Support and scale the referral fee, rebate, and channel SPIFF processes from submission through payment
• Support GTM Ops initiatives broadly. Work autonomously on complex, cross functional, and multifaceted projects with partner overlap. Provide leadership and expertise for members across GTM Ops and provide overflow capacity when called upon for project ownership, ad hoc analysis, and recurring programs
• Lead presentations and enablement materials with a broad audience. Manage change across the Channel and Alliances team as well as the whole of Go-to-Market. Partner with enablement on materials, documentation, launch, and reinforcement. Develop programs and reporting to ensure change is understood, acted upon, and sustained
• Manage the channel sales forecast and pipeline reporting process. Ensure the cleanliness and completion of key SFDC data as a routine process. Partner with Deal Desk, Business Information Systems, and others to ensure the latest Channel partner offerings are available and being used consistently in quoting. Proactively manage partner data within SFDC to ensure an accurate forecast and results are available for the Channel and Alliances team

What You'll Bring

• 7+ years experience in Channel Operations, Revenue Operations, or Sales Operations for a complex SaaS business with a channel strategy
• Proven track record working with Channel and Alliance Partners in an indirect sales model, managing pipeline, sales forecasts, carrying and achieving new sales targets
• Experience working as Point-of-Contact for internal and external coordination of specific programs and initiatives with channel partners
• Strong working knowledge of Salesforce CRM and PRM solutions and other technologies used to enable channel partners and administer channel partner programs
• A proven track record for creating and evolving new and existing processes to drive standards and practices to increase efficiencies within a fast-paced organization
• Exemplary interpersonal and communication skills, including the ability to generate executive facing materials and present to large audiences and executives alike
• Proven ability to operate within ambiguous situations and multiple constraints
• Acute attention to detail, creative problem solving skills, customer-service attitude, unrelenting curiosity  and a strong work ethic
• An active team player who takes initiative to not just identify problems but proactively recommend and implement solutions