Field Channel Operations & Coverage Manager

Intermedia Intelligent Communications•United States, CA

13d•Hybrid

About The Position

The Field Channel Operations & Coverage Manager is a hybrid role responsible for strengthening Partner sales execution through Salesforce governance, Power BI analytics, process adherence, and supplemental coverage for Partner Sales Executives (PSEs). The role is equally divided between 50% Sales Operations, Salesforce and Power BI Analytics, and Process Adherence and 50% Inside Partner and Customer-Facing Sales Overlay. This is an inside role designed to provide consistent operational support and continuity of partner and customer engagement. The individual will have deep knowledge of Intermedia's sales processes and Partner ecosystem, serve as a sales overlay for PSEs, primarily providing coverage when representatives are on PTO, traveling, attending company events, or otherwise unavailable. The role does not replace the assigned PSE or assume permanent ownership of partner relationships. Its purpose is to maintain responsiveness, advance active opportunities, and prevent sales activity from stalling during temporary coverage periods.

Requirements

Bachelor’s degree in Business, Finance, Analytics, Sales, Marketing, or a related discipline, or equivalent professional experience.
Five or more years of experience in sales operations, inside sales, revenue operations, sales analytics, channel sales, or account support.
Knowledge of Intermedia sales processes and Partner ecosystem
Strong working knowledge of Salesforce, including opportunity management, dashboards, reporting, forecasting, and data-quality governance.
Demonstrated experience creating, maintaining, or interpreting Power BI reports and dashboards.
Experience supporting customers, channel partners, or sales representatives in a remote or inside-sales environment.
Strong understanding of pipeline management, forecasting, opportunity qualification, and sales-process governance.
Ability to quickly understand active opportunities and provide effective temporary coverage across multiple PSE territories.
Advanced Microsoft Excel and PowerPoint skills.
Strong written, verbal, presentation, and virtual-meeting capabilities.
Ability to manage multiple priorities and respond effectively to time-sensitive partner and customer needs.
Ability to influence behavior and reinforce accountability without direct reporting authority.

Nice To Haves

Experience in technology, telecommunications, SaaS, cloud communications, managed services, or a channel-led sales organization.
Experience supporting reseller, MSP, or indirect-sales business models.
Familiarity with recurring-revenue metrics, including MRR, ARR, retention, churn, and customer lifetime value.
Experience supporting complex, multi-stakeholder sales opportunities.
Knowledge of consultative selling, value-based selling, and formal opportunity-qualification methodologies.

Responsibilities

Serve as a subject-matter expert for Salesforce opportunity management, sales workflows, forecasting, and reporting.
Monitor and improve Salesforce data accuracy, completeness, consistency, and timeliness.
Ensure opportunities include accurate stages, close dates, revenue values, forecast categories, decision criteria, next steps, and customer contacts.
Develop dashboards, reports, alerts, and views that improve seller productivity and leadership visibility.
Identify gaps in Salesforce adoption and provide coaching, documentation, and corrective recommendations.
Partner with Sales Operations and Salesforce administrators to recommend system enhancements, workflow improvements, and automation.
Support user testing and field adoption of Salesforce enhancements and new functionality.
Develop, maintain, and interpret Power BI dashboards covering pipeline, bookings, revenue, churn, win rates, forecast accuracy, sales activity, and partner performance.
Translate sales data into concise, actionable recommendations for PSEs, sales leaders, and executive stakeholders.
Analyze performance by partner, territory, representative, product, customer segment, vertical, and opportunity size.
Identify performance trends, pipeline risks, conversion gaps, and growth opportunities.
Reconcile Salesforce and Power BI reporting to ensure consistent data and metric definitions.
Produce executive reports, partner scorecards, business-review materials, and sales-performance summaries.
Measure the effectiveness of sales programs, promotions, enablement activities, and partner initiatives.
Support pipeline reviews, forecast inspections, opportunity reviews, and performance discussions.
Reinforce adherence to established sales stages, qualification requirements, pricing policies, approval processes, and forecasting methodologies.
Identify opportunities that lack required information, validated next steps, appropriate customer engagement, or sufficient sales activity.
Develop and maintain sales-process documentation, operating procedures, and reporting standards.
Support territory planning, partner segmentation, account prioritization, and sales-capacity analysis.
Identify training and enablement needs based on Salesforce adoption, Power BI analytics, sales performance, and observed process gaps.
Provide sales leadership with fact-based recommendations to improve pipeline quality, forecast accuracy, conversion, and accountability.
Provide inside sales coverage for PSEs who are on PTO, traveling, attending company events, or otherwise temporarily unavailable.
Review coverage plans with PSEs before scheduled absences, including active opportunities, partner priorities, customer commitments, and required follow-up.
Monitor assigned PSE email, Salesforce tasks, opportunity activity, and documented next steps as permitted during the coverage period.
Respond promptly to partner and customer questions, requests, and time-sensitive sales needs.
Maintain deal momentum by coordinating meetings, demonstrations, pricing requests, internal approvals, and follow-up activities.
Advance active opportunities based on the documented sales strategy without changing account ownership or established partner direction.
Escalate urgent commercial, technical, operational, or customer-experience issues to the appropriate leader or internal resource.
Document all partner and customer interactions, decisions, commitments, and next steps in Salesforce.
Provide the returning PSE with a concise coverage summary, including completed actions, outstanding items, risks, and recommended next steps.
Ensure a seamless transition back to the assigned PSE following the coverage period.
Participate virtually in partner and customer discovery meetings, solution presentations, demonstrations, business reviews, and deal-strategy sessions.
Support partners and PSEs in developing business cases, value propositions, competitive positioning, and close strategies.
Help validate customer business drivers, decision criteria, technical requirements, competitive threats, and compelling events.
Coordinate internal resources—including Solutions Engineering, Product, Marketing, Finance, Legal, and Operations—to support opportunity requirements.
Assist with pricing requests, proposal development, product questions, sales documentation, and internal approval processes.
Help partners identify whitespace and cross-sell opportunities within existing customer accounts.
Provide guidance on opportunity qualification, deal structure, competitive differentiation, and next-step planning.
Represent partner and customer feedback internally and translate field needs into actionable recommendations.
Support strategic opportunities from qualification through close while maintaining alignment with the assigned PSE.