Channel Theater Operations Director

Pure Storage•Santa Clara, CA

3h•Onsite

About The Position

We’re in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry. This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us. THE ROLE The Channel Operations and Programs team is the backbone of our partner ecosystem. We are looking for a Director of Channel Theater Operations who thrives at the intersection of high-level strategy and hands-on execution. This is a high-visibility, individual contributor role for a seasoned professional who can navigate complex data landscapes, identify systemic bottlenecks, and drive cross-functional resolutions through sheer influence and expertise. You aren't just managing a process; you are architecting the operational engine that allows our 100% channel-centric model to scale. You will serve as the primary strategic advisor to the Vice President of Channel Sales Americas, translating raw data into actionable theater-wide strategy.

Requirements

Experience: 10–15+ years of progressive experience in Channel Operations or Sales Operations. You have a proven track record of managing theater-level operations in a high-growth environment. You understand how channel partners grow their business, the role of channel programs and incentives and able to share your knowledge with others.
Technical Mastery: Salesforce Expert: Deep understanding of CRM architecture, opportunity management, and object relationships.
Analytics Powerhouse: Advanced proficiency in Tableau and Sheets/Excel (complex modeling, macros, and data visualization).
Dashboarding: Significant experience building and maintaining Looker dashboards to drive real-time decision-making.
AI Pragmatist & Visionary: A forward-thinking approach to leveraging AI technologies (such as LLMs for data synthesis or predictive forecasting tools) to automate repetitive workflows, simplify complex data sets, and extract "the signal from the noise" to drive radical operational efficiency.
Influence Skills: A "consultative" mindset. You must be able to present complex data to executives and craft the story while also being able to sit down with a regional manager to troubleshoot a deal.
Business acumen: You are fluent in the metrics that matter. You can discuss capex vs. opex, contra-revenue, discount and margins, recurring revenue models (ACV, TCV, ARR, MRR) with ease. Beyond the P&L, you understand the operational levers of the channel including DSO, flooring and credit and how these factors impact both partner health and company valuations. You don’t just see the numbers; you see the fiscal story they tell.
Problem-Solving: A "fixer" mentality. You don't just identify that a process is broken; you propose the fix and see it through to implementation.
Presence: This is an on-site role based out of our Santa Clara, CA office daily.

Responsibilities

Strategic Advisory: Act as the primary business partner to the VP of Channel Sales. You will define the operational roadmap, identify and set theater-specific KPIs, and provide the "ground truth" on partner productivity and program ROI.
Operational Architecture: Design, build, and refine the operational frameworks that support our global channel model. You will be responsible for the "full stack" of operations—from high-level planning to the granular automation of partner workflows.
Data Orchestration & Insights: Don't just report the news; interpret it. With your deep channel knowledge and intense curiosity, you will use your expert-level technical skills to uncover channel insights from channel segmentation to route expansion to PAM performance and coverage. And you will both design and co-build sophisticated data models to uncover channel trends and measure channel effectiveness.
Influence & Collaboration: Lead without authority. You will identify friction points in the sales cycle and collaborate with other Sales Ops teams, Finance, Marketing, and IT to build and implement solutions that benefit the entire ecosystem both in Americas and beyond.
Annual Planning & Design: Drive the annual theater planning process, including target setting, coverage model optimization, and the evolution of channel compensation structures and PAM sales programs to drive optimal performance.
Hands-on Execution: As an individual contributor, you will "roll up your sleeves" to manage Salesforce configurations, audit data integrity, manage cross-border support, sooth partner escalations, onboard partners and navigate deal support and ensure the day-to-day transactional engine is running flawlessly.