Director, Channel & Partner Sales Operations & Strategy

Confluent-posted 2 months ago
Full-time • Senior
1,001-5,000 employees
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We are seeking a Director, Channel & Partner Sales Operations & Strategy to lead the operational backbone and strategic direction for Confluent’s global partner ecosystem. This leader will play a critical role in accelerating partner-sourced and partner-influenced revenue growth by building the processes, insights, and operational discipline that enable scale across all partner motions — including Resell, OEM, Cloud, ISV, and System Integrators. This role sits within the Global Revenue Strategy & Operations organization and partners closely with leaders across Channel Sales, Alliances, Cloud, Finance, and Marketing to design and operationalize Confluent’s partner go-to-market (GTM) strategy.

  • Lead the annual and quarterly GTM planning process for partner and channel sales, ensuring alignment to corporate growth objectives and regional priorities.
  • Define and operationalize coverage models, partner segmentation, and capacity plans to drive revenue efficiency.
  • Develop key metrics, scorecards, and insights to track partner performance, productivity, and ROI across motions and geographies.
  • Own core operating cadences for the Partner GTM — QBRs, pipeline reviews, forecast processes, and performance governance.
  • Partner with Sales Ops, Finance, and Systems teams to ensure seamless data capture and reporting within Salesforce and associated tools.
  • Drive cross-functional alignment between Channel Sales, Field Sales, and Product teams to streamline execution and eliminate friction.
  • Support the design and operationalization of partner incentive programs and compensation models in collaboration with Channel Sales and Finance.
  • Build frameworks to evaluate and optimize partner investments, MDF spend, and program ROI.
  • Deliver actionable insights through dashboards and analyses that inform GTM strategy, coverage design, and partner engagement.
  • Track key KPIs such as partner-sourced pipeline, influenced revenue, attach rates, and contribution to ARR growth.
  • Act as the operational thought partner to the VP of Channel Sales and the Global Revenue Strategy & Operations leadership team.
  • Lead a small global team of partner operations professionals and foster a culture of collaboration, accountability, and continuous improvement.
  • 10+ years of experience in Sales Operations, Channel Operations, or GTM Strategy, ideally within a high-growth SaaS or cloud company.
  • Deep understanding of partner ecosystems (Resell, CSP, ISV, GSI, and Hyperscaler alliances).
  • Strong analytical and financial acumen with the ability to translate insights into operational decisions.
  • Proven ability to lead cross-functional programs and influence at all levels of the organization.
  • Proficiency with Salesforce, Tableau (or similar BI tools), and GTM planning systems.
  • Exceptional communication and executive presence; able to distill complex data into clear, actionable insights.
  • You are both strategic and hands-on—comfortable designing GTM models but also diving deep into operational details.
  • You thrive in a fast-paced, ambiguous environment where priorities shift quickly.
  • You have a bias for action, a passion for operational excellence, and a commitment to enabling Confluent’s growth through partners.
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