Channel Operations Specialist

Company•Westford, MA

5d•$90,000 - $120,000•Onsite

About The Position

Channel Operations Specialist - On-site in Westford, MA At NETSCOUT, we are an elite force of trailblazers, innovators, and problem solvers. We protect the connected world from cyberattacks and performance and availability disruptions through our unique visibility platform and solutions powered by pioneering deep packet inspection at scale technology. We are Guardians of the Connected World. We are looking for exceptional talent to join our team. About NETSCOUT NETSCOUT has been helping the world’s largest organizations solve their most complex digital challenges for more than 40 years. NETSCOUT unlocks insight at unequaled scale, from every data packet to the broadest view of global internet traffic, so the world’s essential organizations can solve problems faster, constantly transform their digital ecosystems, secure what matters – and stay unstoppable for a world that relies on them every second. Position Summary The Channel Operations Specialist manages the assurance of $350M of revenue through the NETSCOUT Reseller partners. The general responsibilities of this position are to manage channel partnerships, ensuring efficient operations, and support sales and marketing efforts to drive a highly effective and operationally excellent reseller channel. This position supports the LATAM, APAC, and ANZ territories.

Requirements

Bachelor’s Degree required
Minimum of 5+ years of experience in a Reseller Operational Support role
2+ years of experience in a Reseller Management role
Experience with a global technology company highly preferred
Self-motivated with strong management and motivational skills to lead and train staff
Strong interpersonal and communication skills with the ability to adjust communication style best suited for different subjects and audiences
Can communicate and present effectively at all levels across the organization present effectively as needed
Has strong business acumen with an executive presence and demeanor with consultative/execution relationship building selling skills is essential
Show commitment to the job and actively contributes to a positive work environment, displaying enthusiasm for his/her work and continuously reaches higher

Nice To Haves

MBA is a plus

Responsibilities

Administration of approximately 1200 + Contracted Resellers worldwide
Establishing GSA Pricing for all US Federal Sales as well as Canada Government Sales
Ensure all contracted resellers are certified and trained as required
Monitor partners for certification compliance and notify for non-compliance or expired certifications
Ensure readiness and conformance for all resellers assuring resolution of any revenue recognition issues
Administration and Support of All Distribution Contract and Operationally Facilitate partner/reseller onboarding and off-boarding requests from field Sales
Review partners history of sales/opportunities to identify non-productive partners for terminating
Work with field team for input and approvals for terminations, designation changes
Facilities Maintenance Management (FMM) for new MEF claims, troubleshooting any issues
Supervise and coordinate routing of new deal registrations for new end customers, troubleshoot NetSuite for routing
Ensure the appropriate territory alignments are in NetSuite via Sales Compensation team for proper Deal Registration routing
Maintain an up to date (Partner Relationship Management) system which is a fundamental tool to enable NETSCOUT to better communicate, and manage our growing partner landscape, allowing us to ensure that our partners have access to the appropriate information, processes, people and systems to enable our mutual growth
Review and respond to reseller inquires and requests that come into the Channel Operations mailbox
Work with the PRM system to grow the channel without compromising compliance obligations and align NetScout’s Business Practices
Contribute to the effectiveness of NETSCOUT regional and account managers’ reseller relationships in their assigned territories to eliminate the need for channel sales representatives and the related cost of sales
Work with large partners $1B+ to develop a service using the NETSCOUT products
Works on complex global deals with named accounts using the reseller community to encompass local customer support, customs product release, and provide ongoing first line service support
Be the voice and advocate for our reseller community
Understands NETSCOUT’s operating model and can effectively navigate change through the organization
Maintenance of the Channel Inbox and complete daily requests from the territories coming to Channel Operations Inbox
Manage requests for contracted and non-contracted Letters of Authorization
Troubleshoot any issues escalated to channel operations in CRM (SFDC or NetSuite)
Complete requests for non-contracted resellers set up in CRM (SFDC/NetSuite)
Reassignment or troubleshooting on any deal registrations from portals