Director of Channel Strategy and Operations
About The Position
In this role, you will lead and scale the partner ecosystem by defining and executing strategic initiatives that optimize performance and drive revenue growth. You will architect business planning processes, develop operating models, and implement innovative reporting and forecasting frameworks. Acting as a key advisor to leadership, you will resolve cross-functional challenges and ensure alignment across sales, marketing, and partner operations. Your work will influence global partner strategies, enhancing predictability, efficiency, and profitability. This position offers the opportunity to mentor a high-performing team, drive operational excellence, and shape the future of channel strategy in a fast-paced, technology-driven environment.
Requirements
- 10+ years of global strategic field experience in Sales, Pre-Sales, or Partner strategy & operations, preferably in high-tech or cybersecurity industries
- Proven ability to lead, mentor, and develop high-performing teams
- Deep expertise in SaaS licensing models and partner selling motions (ISV, MSP, OEM, Resell, Distribution)
- Strong analytical skills with experience modeling complex problems and building actionable insights
- Executive presence with excellent written and verbal communication skills
- Expertise with Salesforce, Tableau, CPQ, Q2C tools, and partner learning platforms
- Advanced quantitative and Excel skills
- Bachelorâs degree required; MBA or advanced degree preferred
- Ability to manage multiple priorities in a fast-paced environment, with independent initiative and strong execution
Responsibilities
- Lead the annual planning process for the global partner organization, including business plans, operating models, resource allocation, and territory design
- Drive high-priority strategic initiatives from conception through execution, defining KPIs and scaling best practices across partners
- Develop and refine partner business planning, reporting, scorecards, and forecasting methodologies to improve predictability and operational efficiency
- Institutionalize global performance management through reporting packages, metrics reviews, and corrective actions
- Act as the primary escalation point for cross-functional go-to-market issues, ensuring partner harmony and operational effectiveness
- Operationalize MSP and MSSP strategies to optimize subscription models, profitability, and reporting requirements
- Communicate actionable strategy recommendations to executives and the broader organization
- Build and scale the Partner Strategic Planning & Operations team, enhancing processes and systems for long-term growth
Benefits
- Competitive salary ($168,000â$253,000 USD) plus bonus potential and equity
- Comprehensive health, dental, and vision benefits
- Flexible schedule and remote work options
- Generous paid vacation and company-wide holiday closures
- Retirement plan with employer match
- Opportunities for leadership, mentoring, and professional growth
- Collaborative, inclusive, and dynamic work environment
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What This Job Offers
Job Type
Full-time
Career Level
Director
Number of Employees
11-50 employees
